Comments on: No. 2 – DON’T INTRODUCE COST AS A PROBLEM! http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/ incorporating Ian Farmer's SALES EXPERT blog ......helping you find, win and keep new B2B customers Wed, 04 Aug 2010 14:41:09 -0500 http://wordpress.org/?v=2.8.4 hourly 1 By: Ian Farmer http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/comment-page-1/#comment-75 Ian Farmer Tue, 10 Feb 2009 17:54:00 +0000 http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/#comment-75 Hi there Gemin-i.org<br/><br/>Dont forget in any market you get what you pay for.<br/><br/>Also beware of "trainers", "advisors", "consultants", "coaches" who in the current climate are really just people who are between jobs.<br/><br/>All credit to them for trying to earn a living but at the end of the day, if you need help you need a pro.<br/><br/>Ian Hi there Gemin-i.org

Dont forget in any market you get what you pay for.

Also beware of “trainers”, “advisors”, “consultants”, “coaches” who in the current climate are really just people who are between jobs.

All credit to them for trying to earn a living but at the end of the day, if you need help you need a pro.

Ian

]]> By: Gemin-i.org http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/comment-page-1/#comment-71 Gemin-i.org Thu, 29 Jan 2009 11:34:00 +0000 http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/#comment-71 This is a great time to pick off consultants that were an expensive luxury for companies pre-credit crunch for a fraction of their usual price tag who are fantastically well connected and can get you in front of the people who decide the big deals. Now more than ever it's the relationship economy! This is a great time to pick off consultants that were an expensive luxury for companies pre-credit crunch for a fraction of their usual price tag who are fantastically well connected and can get you in front of the people who decide the big deals. Now more than ever it’s the relationship economy!

]]> By: Ian Farmer http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/comment-page-1/#comment-69 Ian Farmer Sat, 24 Jan 2009 01:18:00 +0000 http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/#comment-69 Don't forget to set a feed for my blog, there will be weekly sales tips. Forward the link, get your sales team on board. Also follow me http://twitter.com/ianfarmer Good luck, good selling. Don’t forget to set a feed for my blog, there will be weekly sales tips. Forward the link, get your sales team on board. Also follow me http://twitter.com/ianfarmer Good luck, good selling.

]]> By: Jim http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/comment-page-1/#comment-65 Jim Wed, 21 Jan 2009 08:25:00 +0000 http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/#comment-65 Nice to see your blog - will be using it here working with our sales teams, and hopefully to get enough interest to get you out here! Nice to see your blog – will be using it here working with our sales teams, and hopefully to get enough interest to get you out here!

]]> By: Ansley http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/comment-page-1/#comment-64 Ansley Tue, 20 Jan 2009 14:45:00 +0000 http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/#comment-64 Good advice! Thinking of cost as an investment by your client also changes the way you both view a project. A cost seems to indicate a simple transaction, whereas as investment implies a longer relationship. I want my interactions with my clients to be the foundations of longer relationships; making sure they're getting a return on their investments, instead of simply covering costs, is one way to do that. Good advice! Thinking of cost as an investment by your client also changes the way you both view a project. A cost seems to indicate a simple transaction, whereas as investment implies a longer relationship. I want my interactions with my clients to be the foundations of longer relationships; making sure they’re getting a return on their investments, instead of simply covering costs, is one way to do that.

]]> By: Ian Farmer http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/comment-page-1/#comment-63 Ian Farmer Tue, 20 Jan 2009 11:01:00 +0000 http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/#comment-63 Especialy in the current "relationship economy" where business development relies upon relationships and the abilty of the customer to find you and want to work with you motivation v justifcation plays a key part. Motivation = whats in it for the customer, justification = whats in for the sales person / supplier. Customers and prospects do not respond well to justification. Especialy in the current “relationship economy” where business development relies upon relationships and the abilty of the customer to find you and want to work with you motivation v justifcation plays a key part. Motivation = whats in it for the customer, justification = whats in for the sales person / supplier. Customers and prospects do not respond well to justification.

]]> By: JohnMacNutt http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/comment-page-1/#comment-60 JohnMacNutt Tue, 20 Jan 2009 09:53:00 +0000 http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/#comment-60 Comes back to a point Ian often makes justification vs motivation. Talk investment and there's real motivation on the clients part to keep listening as the ROI will more than justify the spend. Comes back to a point Ian often makes justification vs motivation. Talk investment and there’s real motivation on the clients part to keep listening as the ROI will more than justify the spend.

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