Missing Sales Opportunities

There is no doubt you can get more sales.  To assume otherwise would mean you have optimized all the possible ways for getting a customer.  It’s astounding how paralyzed most businesses are when the world around them has vividly changed.

The old days were about you finding the buyer.  Today, buyers find you.  Buyers use the internet to make buying decisions.  It’s easy and convenient.  When a buyer starts the buying process, you are not even privileged to speak with them.  They do this as self-service to help them become:

  • Aware
  • Educated
  • Conversant
  • Focused

It’s critical to be able to connect the moment they search about their problem.  Thereafter, you should be part of their next steps and lead them to sequential and logical buying steps.  This requires a lead generation and lead conversion strategy which moves the buyer in a timely manner through a process.

Your sales opportunities may be significantly limited if you only have a sales process in place.  That is, if your first point of engagement awaits a completely ready buyer.  That condition is often late in the game and misses all the upstream opportunities.

This is the reality of buying today.  What keeps you from taking advantage of known opportunities?  Post a comment.

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Published by Don Dalrymple

I partner with founders and entrepreneurs in startup businesses. I write and consult on strategy, systems, team building and growing revenue.

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