ACCELERATE REVENUE IN JANUARY !!!

Written by Allan Colman on December 14, 2023. Posted in Uncategorized.

Accelerate New Revenue in January —

Don’t Believe the Top 5 Business Development Myths !

Written by Allan Colman on November 15, 2023. Posted in Uncategorized.

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Debunking the Top 5 Business Development Myths for Successful Lead Generation

Successful business development is a complex process that requires a keen understanding of what it is and what it is not. To gain deeper insights into this crucial aspect of business growth, it is essential to debunk common myths surrounding business development. Here, we will shed light on the top five business development myths and offers valuable perspectives on how to generate leads effectively.

Myth #5: Once You’ve Retained the Client, Business Generation Ceases

Contrary to this myth, successful business development is an ongoing process even after winning a client. Retaining clients requires consistent communication and a proactive approach to understanding their evolving needs. Clients’ preferences and requirements are dynamic, and to keep them engaged, it is vital to listen actively and attend to their concerns promptly. Neglecting client needs can result in them seeking more attentive alternatives. Smart firms recognize the value of gathering feedback from clients and even business executives who have not chosen them. By using this valuable information, businesses can refine their client service and enhance client retention.

Myth #4: Clients Want Sellers to Do Most of the Talking

Effective communication with potential clients involves more listening and less talking. Rather than overwhelming the audience with your achievements and qualifications, adopt the IBM 60/40 sales training rule. Encourage clients to talk 60% of the time, while you spend the remaining 40% asking insightful questions based on thorough research. Paying attention to verbal cues and non-verbal communication allows you to adjust your pitch accordingly and showcase a genuine interest in addressing their specific needs.

Myth #3: When It Comes to Marketing, One Size Fits All

Business development and marketing strategies should never adopt a one-size-fits-all approach. Effective marketing involves tailoring tactics based on the unique personalities, needs of the firm, and those of the clients. What works for one professional may not necessarily yield the same results for another. By customizing business development, sales training, and closing skills to align with individual circumstances, professionals can increase their chances of securing clients.

Myth #2: Sales Professionals Should Step In After the Marketing Department Develops a Strategy

The responsibility for business development ultimately lies with the sales team, not just the marketing department. While marketing plays a vital role in supporting business goals through collaterals, media outreach, and public relations, it is the sales team’s responsibility to bring in and retain clients. Collaborating with the marketing department is crucial, but the sales team should take the lead in formulating a strategy and honing their closing skills to achieve success.

Myth #1: Business Development and Marketing Are Interchangeable Terms

In our work with professional service firms throughout the United States and Canada, we find that many professionals consider the terms “marketing” and “business development” interchangeable.

We, however, actually separate the terms into four categories:

• Marketing: getting found

• Business Development: targeting, research, and proposal preparation

• Business Generation: getting selected

• Client Retention: keeping them happy and growing business

We’ve found only a few businesses and sales teams develop and utilize all four concepts in ways that consistently grow the business. And too many firms have weak business generation skills. Now is the time to train professionals and sales teams to understand the various skills it takes to close more business.

In conclusion, debunking these top business development myths empowers professionals to navigate the complex landscape of lead generation with confidence. By understanding that business development is an ongoing process, actively listening to clients, customizing marketing efforts, and actively participating in the strategy process, businesses can enhance their lead-generating capabilities. The Closers Group’s expertise offers valuable insights to help professionals refine their approach and achieve greater success in business development endeavors. Remember, successful business development requires dedication, adaptability, and a willingness to challenge conventional myths to thrive in today’s competitive market.

Dr. Allan Colman Speaks

Allan Colman is known for his passion in building stronger, more effective organizations and for his ability to help companies and firms quickly achieve their growth goals. He has spent more than three decades assisting in and working for companies and firms, helping to bring in millions of dollars in new revenue and building leadership structures that continue to perform.

Retain Allan to speak on revenue acceleration, and learn the twenty-one revenue accelerators business leaders can use to hit record sales this year.

Contact Allan to Speak

What’s Your Position??

Written by Allan Colman on November 7, 2023. Posted in Uncategorized.

How Do You Answer these USP questions?

1. What is it that makes your company, firm, not-profit stand out from your competitors?

2. Why do your clients/customers continue doing business with you?

3. What is it about your organization that truly makes it unique?

4. Why should customers come to you?

5. What do you have to offer that they cannot get anywhere else?

Answers at: www.closersgroup.com/blog

#Unique Selling Position #Sales Strategy #Revenue Acceleration

AT LAST – The 4th Step To Closing More Business –

Written by Allan Colman on October 18, 2023. Posted in Uncategorized.

AT LAST ! THE 4th STEP TO CLOSING MORE BUSINESS –

1. Find ’em: Identifying Your Best Prospects
2. Meet ’em: Making Connections and Seizing Opportunities
3. Get ’em: Continuing to Expand Your Prospect Base

AND

4. Keep ’em: Nurturing Long-term Client Relationships

Client retention depends on your ability to comprehend and address the ongoing challenges your clients face. Stay informed by reading their industry journals and other relevant publications. Seek opportunities for co-marketing, such as co-authoring articles or conducting joint presentations, to showcase your commitment to their success. Building lasting relationships encourages repeat business and increases the likelihood of receiving valuable referrals.

The tactics available to professionals for business development are virtually endless, but the foundation that drives them all remains simple and direct. The Closers Group’s approach emphasizes the significance of thoroughly understanding prospects, seizing opportunities to meet them in person, continuously expanding the prospect base, and nurturing long-term client relationships.

By adopting these four stages and embracing the essence of the Closing Zone, sales professionals can elevate their business development game to new heights, ensuring lasting success in today’s competitive landscape. The Closers Group’s proven approach empowers professionals to dominate the market, surpass competitors, and thrive in any economic climate.

Dr. Allan Colman Speaks
Allan Colman is known for his passion in building stronger, more effective organizations and for his ability to help companies and firms quickly achieve their growth goals. He has spent more than three decades assisting in and working for companies and firms, helping to bring in millions of dollars in new revenue and building leadership structures that continue to perform.

Retain Allan to speak on revenue acceleration, and learn the twenty-one revenue accelerators business leaders can use to hit record sales this year.

Contact Allan to Speak https://lnkd.in/gsxR94mB

#Keynote speeches #Revenue growth # Sales Success

DO-DO These in Sales

Written by Allan Colman on October 3, 2023. Posted in Uncategorized.

Do – Do These in Sales

Quotes from our recent survey of successful business professionals about what does work to Accelerate Revenue include:

1. Deal with complaints fast;

2. Refer business to your clients;

3. Make your contacts look good;

4. Set periodic review meetings;

5. At the beginning of an engagement, communicate, communicate, communicate !

#Sales Success # Entrepreneurship # Client Acquisition

DIRECTLY FROM OUR SEMINARS

Written by Allan Colman on September 14, 2023. Posted in Uncategorized.

PHASE 2 OF PROSPECTIVE CLIENT PLAN – Directly from our seminars.

The Closers Group 4-Phase Prospective Client Plan.

To make sure your firm’s representatives are ready to meet with a client, you’ll want to implement the following 4-phase preparedness plan:

Phase Two: Make a Connection.

• Make sure there are clear lines of communication between your company and the client. Assign internal contacts to appropriate people within the company.

• Communicate with management to learn about additional opportunities.

• If you already have a relationship with the company, reinforce it in a positive manner with regular, open communication.

Meeting with your prospects takes you a step closer to the heart of the CLOSING ZONE, so ensure you and your colleagues are prepared. The more that you know about your prospects, clients, and what to expect, the better your chances are of locking up another win by securing new business.

To achieve victory, a meticulous 4-Phase Prospective Client Plan is essential. Thorough research, clear communication, impactful presentations, and diligent follow-up are the keys to success. Combine this with the Closers Group’s 4-Step Approach, differentiating marketing, business development, business generation, and client retention, to dominate the competition and secure a prosperous future for your professional service firm.

# Sales Acceleration # Building Relationships # Entrepreneurship

closersgroup.com

Do You Have a 4-Phase Client Acquisition Plan?? YES — YOU!

Written by Allan Colman on September 13, 2023. Posted in Uncategorized.

Do You Have A 4-Phase Prospective Client Plan ?

YES, SPEAKING TO YOU!

The “game” you play with a prospective client isn’t much different from a sports game. Closing the deal – securing the win – is all about successfully executing a strategic action plan. Just because you might be the best for the job doesn’t mean you’ll win the business. Preparedness matters and planning ahead is vital to the success of presenting yourself and your company to a prospective client.

How can you prepare? How can you know that you’ll be able to answer each and every question that may be asked? Start by trying to find any business-related literature about the prospect that you can get your hands on and determine how your firm stacks up to their needs.

To make sure your firm’s representatives are ready to meet with a client, you’ll want to implement the following 4-phase preparedness plan:

Phase One: Do Your Homework.

• Define your current relationship with the company.

• Review the company’s recent history, policies, business ventures, lawsuits, products and services, and any possible openings within the company for additional work.

• Find out which companies and competitors the company has currently engaged and how you measure up against them.

• Learn who makes the major decisions in the company: the direct customer, the financial officer, an executive, or someone else.

PHASE TWO — NEXT POST —
#Sales Acceleration, #Business Advisors, #clientacquisition

www.closersgroup.com

5 Tips to Help Entrepreneurs Make the Leap From Building to Selling Their Product or Service

Written by Allan Colman on November 25, 2022. Posted in Uncategorized.

5 Tips to Help Entrepreneurs Make the Leap from Building to Selling Their Product

Allan was great! The show airs on Sunday at 6pm on AM 560 in Chicago.

The full show is up at https://lnkd.in/gMt3ge9Z

and his segment is up at https://lnkd.in/g5XsgxFs

Podcast of “Get Down To Business with Shalom Klein” – 11/27/2022 – Amy Mednick, Allan Colman, Tom Miroballi and Itamar Shafir by Get Down To Business with Shalom Klein

spotifyanchor-web.app.link • 3 min read

YOUR LOGO IS NOT YOUR BRAND

Written by Allan Colman on October 5, 2022. Posted in Uncategorized.

YOUR BRAND IS NOT A LOGO

5 tips for a new startup to market and build it’s presence. A big hurtle I see often is making the leap from a new product to selling it.

My personal favorite is Number 2, branding. Your brand is not simply a logo, a brand is what describes you. It’s what people remember about you or your company after you leave the room.
#tipsforsuccess #branding #marketingadvice

USP – Make It Work !

Written by Allan Colman on September 21, 2022. Posted in Brand, Business Development, New Business Development, Speaking and Workshops, Uncategorized.

Your Unique Selling Proposition (USP) is at the heart of all your marketing and sales efforts. It distinguishes you from the competition. You can use it as a slogan, or you can expand it into an elevator speech to succinctly capture the essence, strengths, and uniqueness of your product or service in no more than 20 seconds.Mickey Marraffino, owner of MMMarraffino Marketing, told me in a recent interview, “Make adjustments based on your audience but feed it into your brand.”

To help you build a powerful USP, answer these five questions:

What is it that makes your company, firm, or consultancy stand out from your competitors?
Why do your clients/customers continue doing business with you?
What is it about your company that makes it unique?
Why should customers/clients come to you?
What do you have to offer that they cannot get anywhere else?

When the public hears the name of your company, firm, or product, what adjectives come to mind? How are you and other colleagues known throughout your community? If you don’t know, I strongly suggest you ask… today.

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