Helping Complex B2B & B2C Professional Services & Sales Organizations

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I am very comfortable at developing new business but, why I am not converting more prospects into closed, profitable clients?  

Lack of a recurring, diplomatic follow through plan. Too much and you are remembered (as pushy). Too little and you are forgotten. According to a study by Harvard Business Review, it takes a minimum of six to ten personalized, two-way touchpoints (F2F, video, phone, email, etc.) after your initial presentation with the prospective client to win their business. You need to design a clear, appealing drawbridge to build their trust then convert them into clients. 

As a seasoned professional, I am known as a subject matter expert and have access to influential people but, why do they not send me more business?  

That answer is the subtle but stark difference between a "Rainmaker" and someone who does well enough or someone who perpetually struggles to grow his/her portfolio. They like are all equally capable, hard working, and intelligent. However, the former staunchly knows his/her target audience and executes a simple approach and process to ensure quality referral longevity. Becoming a Rainmaker is: not always difficult but sometimes tricky, not time consuming but priority intensive, and not a trade secret but an uncommon formula. The details of success are hidden in the efficacy of those "non-revenue generating" hours, activities, and behaviors. Once we decipher, convert, and redirect that same work and energy, the results are axiomatic and progressive. One of the most sought out lessons in our proprietary system is the automation of high value transactions by nurturing your existing and new COIs (centers of influence) and book of clients.

What motivates potential corporate (private and public) clientele to change their service provider? 

Upgrade: Their current provider too small and cannot meet or sustain the growth trajectory of the client. 

An inevitable problem for small companies.  

Service break: Their current provider failed them, disagreed, declined, or a conflict of interest exists. 

An inevitable problem for global companies. 

New transaction: They have an upcoming transaction that requires a unique specialty not provided by their current provider. 

Potential Issue for any company. 

Change: There is a shift in executive leadership, or the company is the target of an M&A deal. This results in a change of multiple service providers. 

An inevitable problem for every company. 

Outside of these four major triggers, most of your prospects will continue to remain highly unmotivated buyers. 

That begs the most important question below. 

When, why, how, and where is the one of those triggers happening?  

If you cannot control those answers, you need to circumvent spending any more unfruitful “non-revenue generating” hours. Instead, create a meaningful, laddered campaign to stay in sight and in mind so you are there when they truly need you for the next venture. Our forward-thinking methods help build you a scheduled outline to a long-term, sustainable pipeline of quality prospective clients.