Selling Your Way Out of a Recession

While marketing has always been an effective way to bring in new business, it must be backed by a strong sales force, states ZweigWhite marketing consultant Laurie Sawicki in a recent ZweigWhite newsletter.

02/21/2002


While marketing has always been an effective way to bring in new business, it must be backed by a strong sales force, states ZweigWhite marketing consultant Laurie Sawicki in a recent ZweigWhite newsletter.

To assist A/E professionals with "closing the deal," Sawicki outlines a number of suggestions:

  • Listen up. Listen carefully, take notes and verify what you've heard from your potential client. It's important to show the client that you're listening and that you understand the issues.

 

  • Sell smaller jobs up front. Consider an up-front hourly consulting job to assess a potential client's needs more thoroughly. This way, clients will get a first-hand look at the value you bring to a job, and you don't run the risk of overrunning a project budget.

 

  • Pass the torch. When it comes to handing a lead to a more experienced colleague, the sooner you to do it, the better.

For more sales and marketing tips from ZweigWhite, visit www.zweigwhite.com .





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