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A few ways to capitalize on the times if you are a seller
By Charles Martin | October 7, 2008
Reduce your current client’s rates where you can — many of your current customers are overpaying for your services. Reduce it now before their accounting team gets on the move Jan 1. See what I said about Jan 1.
Go to long-due prospects and give them a three-point written proposal as to why it’s prudent to sign now as opposed to never or later.
- Say that your company is utilizing the last of it’s credit facilities to give new customers a chance to come aboard.
- If your company is solvent and sound, offer that as a foundation for working with you instead of a shakier competitor. If your competitors are big and scary, but solvent, then go after public company downers like boards of directors that will slash call centers and other support mechanisms Jan 1. As much as I hate fear as a seller, now’s the time that it may be beneficial.
- If you don’t already have it, put together a marketing sheet (1 page max) on the current big and important clients that have re-confirmed (this means not your old hack sheet with old testimonials — this is a fresh one pertaining to the new economy) their commitment to your company. This may prove to be something that moves people to be with the better boat in rough waters. “After all Mr. Prospect, would giant XYZ Widgets stick with us if they though they could do better in this buyer’s market?”
Go out and be creative and take out some of your oldest tricks. As buyers do become more powerful just by the sheer amount of poor-mouthing that is guaranteed to occur soon, you need to be ready and give them things that have merit, value, and substance. Just for a short time, quit all the lovey dovey fluff and get right to the point of your call.
Topics: Odd file, politics, Sales Acumen, Uncategorized | No Comments »