As service providers or in any sales, one of the more intimidating, but inescapable aspects of the business, is meeting with prospective clients and trying to obtain new accounts. We are not taught how to do this effectively in school, nor do we deliberately go out and seek training or coaching to improve our skills (although that would be money well invested). We attempt an ad-hoc approach without a road map and process, which results in unpredictable and hit-or-miss outcomes.
One of the more threatening situations that we often encounter, is what I call the "differentiation dilemma". In this column, I will equip you with an approach and process to respond to this potentially perilous encounter with a greater rate of success.
While attempting to win over a new client, we may think that we are impressing them with our professional knowledge and acumen. All seems to be perfectly aligned as we begin to feel quite proud of our salesmanship and performance.
However, that euphoric feeling can be rather abruptly shattered when the prospective client says: "So, tell me, why I should hire or buy from you over the other hundred providers/suppliers who called my office last week?"
One of the more threatening situations that we often encounter, is what I call the "differentiation dilemma". In this column, I will equip you with an approach and process to respond to this potentially perilous encounter with a greater rate of success.
While attempting to win over a new client, we may think that we are impressing them with our professional knowledge and acumen. All seems to be perfectly aligned as we begin to feel quite proud of our salesmanship and performance.
However, that euphoric feeling can be rather abruptly shattered when the prospective client says: "So, tell me, why I should hire or buy from you over the other hundred providers/suppliers who called my office last week?"
