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.
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:
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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.
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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.
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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 .
