Making progress on my new offering
Thursday 8/8/19...
I've only hinted at it in previous posts, but I've spent the past few weeks developing a new offering to bring to market. Essentially, I'm using customer insights to help B2B service companies generate leads and build long-term pipeline.
It's a program that surveys customers to benchmark them against their peers, generating short term, high-quality leads. The data is then used to publish a report that positions my clients as an expert in their subject matter and generate leads for the better part of a year or more.
Yesterday, I had my first call to present this offering to a potential client. I actually thought the call went well and they were a perfect fit for this program to help accelerate their growth - but I don't think they'll sign up.
To help with this new initiative, I signed up for a consulting bootcamp and have been working my way through the program over the past few weeks. There are a number of training modules that have helped me get to this point and will help to push me forward.
So after my call yesterday, I sat down to review the training module that covers how to conduct a proper sales call. Here's where I went wrong:
My biggest mistake was in the qualification process. I did a great job of qualifying them as a potential client, but not in qualifying my solution as the right fit to solve their challenge. So basically all I did was prove to myself that I should work with them, but not the other way around.
That only made the rest of the call more difficult. Then, I spent way too much time explaining how the program works instead of the results and benefits it will bring to them in helping solve their challenge.
But it's not the end of the world. I learned a lot from my mistakes and I'll do a lot better on my next call. That's enough to keep me happy : ) It's part of the process, I just need to keep moving, keep failing, keep learning, and keep improving!
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This is an entry from my personal daily journal. I recently left the 9-5 to work for myself - something I've dreamed of for as long as I can remember. It's my hope that these posts inspire anyone looking to do the same or shed some light on what this journey is really like.
- Check out my first post for more: This is for you (but mostly for me)
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Thanks for reading!
- DM