Over the past 25 years of consulting with 100’s of companies these are the 2 things you must have if you want to succeed.
- Do your potential customers want to buy what you’re selling?
- Do they want to buy it from you over all other options available to them?
The industry doesn’t matter. Every time I’ve worked with a client and they were struggling to win new clients it came down to one or both of the items above having something not working as well as it should have.
Take a look at your sales process. When you are speaking to your potential clients do they want to buy what you’re selling in general or do they seem uninterested?
If they are interested are you struggling to convert enough of your leads to paying clients? If so there may be an issue with your offer where the perceived risk of buying from you is greater than the perceived value they’ll receive.
If you’re struggling to win new sales review your sales process and make sure that you have a steady flow of people coming to your business that want and can buy from you. Next, work on your offer to make sure you are converting enough leads into paying clients.