Take your pick of knish flavors: potato, sweet potato, kasha, broccoli, cabbage, mushroom and vegetable. Then perhaps wash it down with a bottle of Dr. Brown soda-flavors include cream, black cherry, root beer and Cel-Ray).
As their overall win rate on all forecast opportunities was 52% (higher than the software industry average of 48%) it was clear that as far as RFP’s were concerned this was a disaster area for them. Where RFP’s were involved their chances of losing were 4 to 1 – a huge waste of scarce pre- sales and domain resources! How does your RFP success stack up?
Rabbi Schimmel would be proud that even today his potato pie is still a staple of the Lower East Side, still freshly made in the back and below the store. There’s even a dumbwaiter laundry chute closer to bring the freshly baked knishes up from below.
And that is precisely his issue. He didn’t comprehend that selling is not about becoming a fantastic closer. Selling is about becoming a terrific opener. It really is about creating possibilities. It is about discovering what men and women want and require, and then giving them the answer to their difficulty. Promoting is about creating the customer’s life better, simpler. But when you happen to be not opening consumers – creating opportunities – you have nothing to close. “What type of client get in touch with records do you hold?” I asked.
What are your annual sales goats? Quarterly targets? Monthly ambitions? Weekly objectives? Every day targets? What day-to-day activity should you generate to attain these ambitions?
During the quoting phase, if there are two other competitors, we spend minimum time with you discussing ideas for your project. This is not very satisfactory. It does not really tell you what we can do for you. However, if we are the chutes parts – based on the quality of our work – we can really give you our best shot and you will be happy with the huge experience and tons of creativity we bring to your project.
10) Get in touch with all the old colleagues that you are still in touch with to find out if they are aware of any work that may be going on at their companies. If you’ve lost touch with many of the people that you worked with, use reunion sites like NamesFacesPlaces to see if any old colleagues who might be registered could help you find work.
Helpful Tip: Use FreshBooks. Why you ask? Because its users get paid on average 14 days faster; my business is living proof of that fact. It’s a secure, online service that is free to use if you have three clients or less (if you have more clients there’s a nominal monthly fee). It does more than just make you look organized, you ARE organized. Invoices can be sent by email (links to a PDF, or you can have FreshBooks send them via regular mail). At your discretion your clients can have online access to their invoices and account history – very cool. You can generate invoices based on time, expenses, and fixed cost services/items or any combination thereof. And, they’ve got a great desktop widget and iPhone app.