I talk to a lot of agency owners and I ask them the same question: how do you plan to grow your firm? The answers I almost always get are these:
• “Do a better job of marketing”
• “Hire a marketing director”
• “Win more new business presentations”
• “Get more referrals”
• “Make the agency an account”
Now these answers aren’t totally wrong – they are just not the right one.
What agency owners and CEOs should be saying is. “We have to do a better job of sales.”
After all isn’t business development all about selling and winning?
So why don’t I get the right answer? I think it is because many people are confused about the difference between sales and marketing. So here are my definitions:
Marketing: The process of making a “universe” of potential business prospects know more about your firm and how you think
Sales: The process of persuading a potential customer to buy your services
Now where would you put the emphasis?
From now on divide your sales and marketing “time pie” differently – 75% of your time on sales and 25% of your time on marketing.
Making the time commitment is only the very first step of the sales challenge. I’ll be addressing other challenges and offering potential solutions in future postings.
Subscribe to:
Post Comments (Atom)
Posts
1 comment:
One more thing I would like to express is that instead of trying to match all your online degree tutorials on days that you complete work (since most people are exhausted when they get home), try to get most of your lessons on the week-ends and only a couple courses on weekdays, even if it means taking some time away from your saturday and sunday. This is beneficial because on the saturdays and sundays, you will be much more rested and also concentrated with school work. Thanks alot : ) for the different suggestions I have learned from your weblog. Click here to know more about Performance Management Systems
Post a Comment