As a business owner, how long did it take before you realize the salesperson you are meeting with is marketing products or services to you? Ten minutes? Five minutes?
It's likely you felt the marketing pitch within the first two minutes or less!
If you could rewind the clock, how would you have liked the salesperson to initially engage at the appointment?'
Maybe, a business owner does not know how to define it writing or in immediate words. But, the business owner knows how he or she would like to feel within the first few minutes of an appointment exploring sales growth strategies with a marketing rep.
The white-collar professional is seeking the relationship of a consultant. The tagline for a consulting firm is: building a long-term partnership for mutual benefit.
There are two main reasons the partnership theme, "Partner With" is more suitable to white-collar professionals:
Most white-collar professionals are time-poor to spend significant time to move through selling learning curves. A new salesperson, in a mentoring program, requires 1,000 to 1,600 hours (6 to 9 months) to reach a proficiency level to work independently. To help white-collar professionals bridge the learning curve gap, the consultant manages the two most difficult sales activities: contacting and prospecting. Contacting and prospecting are 50-75% of the sales activity effort.
A consultant understands where to help white-collar professionals convert prospects to clients. Because consultants are not attorneys, CPAs, dentists, plastic surgeons, insurance brokers, and real estate brokers, white-collar professionals have the sole responsibility of closing prospects. To elevate white-collar professionals' to an 80% closing probability, 321 Biz Dev created a Prospect Interview Form to allow white-collar professionals to smoothly 'control the interview' and 'manage the expectations'.
In contrast, white-collar professionals already know the results of "Market To" to grow their practices. These unfavorable results include the following:
Receiving little to no new prospects nor clients after signing marketing agreements requesting upfront payments.
Feeling exploited by marketers using gimmicks known not to work at all!
Anticipating potential clients and revenue from social media and digital marketing.
321 Biz Dev LLC is here to help any white-collar professional with improving sales systems and finding more prospects through our business development services.
Let 321 Biz Dev LLC help you become the CEO you are meant to be. The good news is none of our sales systems training is rah-rah or hype.
Interested parties can contact me, Rick Nappier, CEO, at (833) 321-3212, or Yeilyn Rodriguez, VP, Business Development Specialist (bilingual) for English or Spanish contacts, at (786) 697-3400.
Business owners can also complete a 5-minute Questionnaire by clicking the Services tab on our website. Also, click the About and Podcast tabs to see and hear more about 321 Biz Dev LLC.
Thanks for reading this article.
Rick, CEO
Yeilyn, VP