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Does your small business practice understand the importance of sales? What sales strategies have you developed in your business for sales success? Many of us in the small business consulting business usually have a strategy built on word of mouth referrals that allows us to have a quick selling cycle, limited competition and provides us with an abnormally high closing ratio.
This is great for the immediate success of our businesses and it can be sustained over a period of time, however, what happens if the referrals cease or slow down and the well runs dry? What selling strategies can we deploy in our business to sustain growth in our businesses? What unique spin can you offer to a niche market? How much work are you willing to give away? Do you chase prospects? In business, you are truly measured by how much business you bring in and what the bottom line looks like. You can have the best solution, the best core principals, the best technical team – the list never ends, however if you can’t sell your offering, engage new opportunities and provide a skill unique to the market, you may find yourself in a jam and rapidly running out of money.
Here are some tips that have worked for me to grow my business and perhaps provide you with a higher closing ratio:
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