I heard this quote at the start of the year at a business meeting with a client who was trying to “brainstorm” as they put it and one of their senior managers stood up and said “let’s drive a train through it ” he was referring to their whole prospecting plan as far as I could see and was advocating tearing down all of his business’s established systems and procedures in an attempt to get them more streamlined and productive , in short it was felt that they as a business were stagnant and going nowhere.
I listened to what was being said and proposed for over an hour and then I ventured to give an opinion. There seemed to be a recurring suggestion that their customer engagement could be dramatically improved and that this would lead to an increase in enquiries and therefore orders.
My suggestion was simple and as I had been invited along with a few other key suppliers of services to this company they listened carefully to what I had to say.
“The people that call your company are going to call anyway as a result of the marketing that the business is doing that will only change by the amount of prospecting that is done.
The real change for the better would be to ‘mine’ these prospects more efficiently and the only way to do that would be to make sure that every single one of the calls that came through were answered with such precise professionalism as to make it impossible for the new prospect to decide to go to a competitor”.
I know that this sounds obvious, however, it is fact that the point where a prospect decides to contact your business by whatever means ‘they’ choose that your business needs to be laser focused on delivering real value for that potential customer.
One very real answer is to stop unproductive meetings that allow staff to hide behind words and nonsense and to outsource the growth of your business and future success to a proper Digital Marketing plan and contact my digital agency to help do just that GleaveMedia.co.uk today