Sales
Build a customer acquisition timeline and set up measurements and milestones to better predict future financial results. No more stories!
Sales Overview
Sales is the pursuit of the possible amidst the clouds of uncertainty. To sell is to believe.
|
Acquiring a highly customized and profitable new customer is vital for a company. Building a system to repeatedly deliver a quality customer is a study in the combination of administration and tension.
Any company that has hit a plateau in revenue should consider a review of their customer acquisition processes. The combination of people and technology can have a positive impact on your abilities to on-board the right customers. Building a highly unique customer base is the key to a sustainable company. A sales process that clearly separates the good customers from the bad ones can change your future. Vertical Divider
|
Sales Processes:
|
Case Study - Sales
|
Client Question:
How do I get my farmers to hunt? |
|
The Issue:
A mature RIA firm had a very high close ratio but was not meeting with enough prospects to reach their goals. The professionals were well trained but did not have a system in place to efficiently prospect and manage current clients. The Steps: We had three meetings over a 90-day period of two hour each, so the professionals could practice what they were learning and bring back feedback. We outlined how to use social settings to get the best influencers and prospects to a comfortable environment. They were then equipped with the right language and tools when speaking to a high value prospect. The Outcome: Within 180 days the amount of assets in the pipeline of the firm tripled. The close ratio stayed high and the firm was able to hire a new adviser. The team was brought together by their common language and habits, and the enterprise value of the business grew substantially. Vertical Divider
|
Company Concerns:
Lessons Covered:
Take-A-Ways:
|
