A Process For Monetizing Existing Customer Relationships
- Cross Sale Opportunities
- Maintenance, Membership, On-Going Support Contracts
A Process For Converting A Prospect (Lead) To A Sale
- USP or Unique Selling Proposition. Answers the question why should I buy from you over my current vendor? Remember, your biggest competitor (or vendor) might be apathy or fear of change.
- Proof To Back Up Your USP
- Testimonials and Case Studies
- Performance Guarantees
- Low Risk Offer To Engage The Prospect
- Trial Period
- Free Service (Like a free network audit)
- Multi-step sales process that includes several, frequent communications by mail, e-mail, and/or by phone to prompt the prospect to buy.
A Process For Generating New Leads (Filling The Funnel) Read full article and comment →