Apr 30, 2020
Could you be doing more harm than good? In this episode, Paul shares the common pitfalls of selling during these tough and uncertain times.
Show Notes:
Don’t be too aggressive. Refocus your energy and effort on aggressively growing your network. It might be more harmful to push deals forward. Focus on backfilling the top of your funnel.
Don’t serve new prospects at the cost of your current partners. This might cost you more in the long run. Also, don’t go out of your way to take care of your low-margin-high-aggravation-price-shopping customers. There is a cost to serve these bottom-of-the-barrel customers. And during tough times that cost may be too great to bear.
Just because some customers and prospects are struggling doesn’t mean that every customer and prospect is struggling.
Don’t feel guilty about charging your customers a fair price.
“I’m guessing your company website ends with ‘.com’ not ‘.org’. It’s okay to profit in tough times.”
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