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Are You In The “Closing Zone”?

Written by Allan Colman on . Posted in Allan Colman, Asking for Business, Conversion Rate Optimization, Sales Acceleration.

ARE YOU IN THE “CLOSING ZONE?

4-Phases that Lead to the Closing Zone

We have perfected a winning formula for business development that leads sales professionals to the coveted “Closing Zone.” Winning new business is a multi-faceted process consisting of four essential stages, each contributing to long-term success. Topics such as these and others are explained in Allan’s keynotes and seminars.

THANKS JEFF:
“A few weeks back, I attended a Keynote “The Profit Lab” and a follow-up seminar led by Dr. Allan Colman. It was focused on building new revenue using methods that will be helping me grow. I’m already putting several of the potential accelerators into action.”

Jeffrey Koven, CEO of Koven Video Productions

1. Find ’em: Identifying Your Best Prospects

The first stage revolves around identifying and understanding your best prospects. This encompasses three primary sources of new business development: existing clients, referrals, and new prospects. Merely having a list of names is not enough; you must delve deeper into the origins of these contacts.

Research companies and agencies, identify key executives and professionals, and gain comprehensive insights into their businesses. Familiarize yourself with the challenges they might be facing and their competitors. The more you know, the better equipped you’ll be to engage with them and follow through successfully.

FOLLOW THE SECOND PHASE NEXT POST!

#Revenue # Prospecting # Entrepreneurship

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Don’t Do This In Sales !

Written by Allan Colman on . Posted in Allan Colman, Conversion Rate Optimization, Sales, Sales Acceleration.

Allan Colman

DON’T DO THIS IN SALES!

Quotes from our recent survey of business professionals regarding what DID NOT WORK in Sales:

1. Don’t offer to manage what they already have;
2. Don’t rely on good results but not building relationships;
3. Don’t buy a table at a charitable event, and then not show up;
4. Don’t send too many people to a meeting or pitch;
5. Don’t take calls during a meeting.

In our next post, we’ll review this same group of business professionals said about what DOES WORK in Sales.

#Sales # Sales Management # Business Development

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DO YOU HAVE DILIGENT FOLLOW-UP ??

Written by Allan Colman on . Posted in Allan Colman, Conversion Rate Optimization, Sales, Sales Acceleration.

DO YOU HAVE DILIGENT FOLLOW-UP??

* Maintain communication with the prospective client to show you’re keen to win the business and to prove you are eager to begin the project.

* Thank the client for the opportunity to present your firm and possibly work with them.

* Gauge the success of the presentation by the win or loss of the business, or the company’s reaction and don’t forget that future business still counts as a success.

* So make sure you stay in touch and always conduct “post mortems'” with your team. .

Meeting with your prospects takes you a step closer to the heart of the CLOSING ZONE, so ensure you and your colleagues are prepared. The more that you know about your prospects, clients, and what to expect, the better your chances are of locking up another win by securing new business.

To achieve victory, a meticulous 4-Phase Prospective Client Plan is essential. Thorough research, clear communication, impactful presentations, and diligent follow-up are the keys to success. Combine this with the Closers Group’s 4-Step Approach, differentiating marketing, business development, business generation, and client retention, to dominate the competition and secure a prosperous future for your professional service firm.

#salesexcellence #accelerate2023 #prospecting

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Show “Em You Mean Business

Written by Allan Colman on . Posted in Allan Colman, Business Development, Business Strategy, Entrepreneurship, Sales Acceleration.

Show ‘Em You Mean Business – Your Presentation

Phase III. CLIENT PROSPECTING PLAN

• Be ready to answer any and all questions.

• Be transparent, direct, and confident.

• Support your presentation with take-aways, visuals, and detailed success stories from previous and current clients.

• Stress your firm’s interest, qualifications, and commitment your similar and successful experiences.

#salesconsulting #marketgrowth #entrepreneurshiptips

An Almost Overly Concise View of How to Succeed in Business – Is This You? You? #revenuegrowth # entrepreneurship # sales Activate to view larger image, No alternative text description for this imageActivate to view larger image, Like Comment

Written by Allan Colman on . Posted in Allan Colman, Conversion Rate Optimization.

Allan Colman

An Almost Overly Concise View of How to Succeed in Business – Is This You?

#revenuegrowth # entrepreneurship # sales

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THE TOP “5” BUSINESS DEVELOPMENT MYTHS

Written by Allan Colman on . Posted in Allan Colman, Business Development.

THE TOP “5” BUSINESS DEVELOPMENT MYTHS

To really understand what successful business development is, you must understand what it is not.

Myth #5: ONCE YOU’VE RETAINED THE CLIENT, BUSINESS GENERATION CEASES.

Myth #4: CUSTOMERS WANT SELLERS TO DO MOST OF THE TALKING.

Myth #3: WHEN IT COMES TO MARKETING, ONE SIZE FITS ALL.

Myth #2: SALES PROFESSIONALS SHOULD STEP INTO THE BUSINESS DEVELOPMENT PROCESS ONLY AFTER THE MARKETING DEPARTMENT DEVELOPS A STRATEGY.

Myth #1: BUSINESS DEVELOPMENT AND MARKETING ARE INTERCHANGEABLE TERMS.
NOTHING COULD BE FARTHER FROM THE TRUTH!

#business development #marketing #sales success

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Written by Allan Colman on . Posted in Allan Colman, Asking for Business, Conversion Rate Optimization, Entrepreneurship.

ARE YOU USING THE “5” KEYS TO GENERATING LEADS?

“Start where you are. Use what you have. Do what you can.”
– Arthur Ashe

What can you do differently from your competitors to achieve real results from lead generation efforts? The key is to identify both effective and underutilized assets:

* Interview professionals and management;
* Research experiences with past clients/customers and most frequently used firm services;
* Assess current business development strategies and methods;
* Brainstorm with firm management and offer action options for immediate implementation;
* Build a Strategic Action Implementation Program.

This “action plan” keeps the client’s professionals and marketing teams on track with time schedules, personnel assignments, targets and real accountability.
It works with metric-accountability.

#Sales # Competitors # Lead Generation

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