|May 17, 2013|
|What everybody needs to know about Value and Trust|
|By Jim Connolly|
If you want to make more sales or attract more high quality clients, you need to understand the following marketing fact:
If a prospective client sees enough value in your service and they trust you to deliver it, they will buy from you!
Value or trust: Which is letting you down?
If people are not buying whatever you have to offer, one of those two are letting you down. People either don’t see enough value or they see the value, but don’t trust you to deliver it.
So, lets take a look at the most common mistakes small business owners make, when it comes to value and trust.
Do they see enough value?
Small business owners usually struggle when it comes to value. They offer a service that looks too similar to their competitors and there is very little value, in being just another me too, provider. Not only do they make their business invisible, by camouflaging it among all the other me too providers, they attract fee sensitive clients too. When one service looks much like another, prospective clients use [...]
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|Sales Is a Function of Marketing Pure and Simple|
Over the years one of the great breakdowns in many of the small businesses that I’ve worked with lies in area of sales.
Now it might be tempting to conclude that what I referring to is a lack of sales, but what I’m really getting at is a misunderstanding there’s actually a distinction between sales and marketing.
Some of this might simply be semantics because the terms are widely fumbled around in various places, but here’s what I find to be true.
Business owners either fail [...]
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I’ve been spending some time writing about how the job of sales has changed dramatically over the last few years. In recent posts I outlined what I called the Disciplines of the New Sales Professional and followed that up with the Practices of the New Sales Professional.
Well, guess who else has to adapt to the new world [...]
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