I originally wrote this for AV Matters® in December of 2016. I planned on writing a new list, but all of these previous items still matter. So, I am appending five more items and making some tweaks to the original list.
I hope you tried a lot of these this past year. Let me know what worked and what didn’t. Continue reading
There’s a really good chance that someone is looking at your website and forming an opinion about your company right now. Or maybe they are driving past your building, seeing a social media post, or meeting one of your employees. We can’t always be present when people form opinions about our businesses. This is why Marketing is more important than ever. Continue reading
I have been saying for many years that we have to sell the end result and not the plan. That means focusing on outcomes for the customer instead of the parts and pieces of the transaction. In order to do this, AV companies must first do three things:
Outcome is what matters to your customer. Ideation is how we as sellers tailor our approach to meeting their needs. In this webinar, Tom Stimson explains how to leave the world of low-margin, commoditized deals behind and focus on high value results.
Brand is how people think of you when you are not around. So how can you leverage brand for growth and profit? In this webinar, Tom Stimson share the Brand Imperatives that we cannot overlook. He unwraps vital Brand Multipliers that will help your reinforce and promote your Brand, and he exposes key Brand Mistakes we all make.
Too often we rely on our proposals to close the deal. Sometimes, customers do not give us a choice and we have to figure out how to convey value. Our best tool to gather that information is the Positioning Conversation. In this 60-minute webinar, Sales Expert Tom Stimson will explain how better proposals start with more effective conversations with the prospect.
Do your proposals improve your close rates, profit margins, or client retention? Or, do they present information without adding any value to the offer? Over the past decade, proposals from audiovisual services companies have started to include nice design touches and more dynamic branding efforts. However, all the pretty pictures and parts lists won’t close the deal or change the mind of a buyer that has already decided who they are buying from. And, what about proposals for clients or customers that have already decided to use your services?
As an advisor, there is nothing more cringe-worthy to me than hearing a sales team discuss how their proposal is supposed to win a piece of business. “We need to blow them away.” Agreed, but if we are relying on the proposal – have we done everything we should have done to develop the opportunity? Not every proposal is a make or break moment, but I might be wrong about that. If you are trying to grow or increase your margins, then arguably every opportunity matters. Are you really going to stake your business on a proposal? Continue reading
The sales meeting often starts like this, “We aren’t going to make our sales goal because we lost this big job. How are we going to make up the shortfall?”
My question is “What changed? You did not have this revenue; you still don’t have this revenue. Isn’t there other revenue out there? Were you going to stop selling because you won this project?” Continue reading
Is your business growth out of control? Or, have you plateaued? Are profits unpredictable? Is your team confused about what you are trying to accomplish? Are you?
“This was a terrific webinar and will serve as a powerful resource. Your language and packaging of a complex set of information makes the choices seem clear and obvious. Thank you!”