New business is 99% crowding out.
Increasing competitive pressure also increases the pressure on new business. Especially on the acquisition of large new customers. To be successful and win attractive new customers, it helps to keep a few things in mind:
More targeted:
only the “right” new customers.
Trying to sell “everything you have” to “everyone” rarely leads to success and scales poorly. This makes the right matching the core competence in new business: the ability to approach the right target group with an interesting offer. To do this, you have to know your way around – your own company, your customers and future customers – you have to form the right clusters and make the right decisions. If you can do this, you have created the basis for successful new business.
We will be happy to show you what really matters when it comes to matching.
More relevant:
The convincing sales pitch is decisive.
If you go to a new customer without having selected the right messages, you are selling yourself short. This is because you don’t show what makes the company so unique, why exactly this solution is so useful for this target group and what it makes possible.
Instead, generic statements are often made about quality, performance, commitment and a presentation of the technology. The customer is not inspired and not convinced. As a result, the opportunity is not seized.
We will be happy to show you what an effective sales pitch should look like.
More consistent:
Successful new business is systematic.
When it comes to acquiring important customers for the company, connection points must be developed, door openers must be identified and formulated and the right approach must be found. This is an individual process for each cluster or even for each company. The procedure is always the same, but the focus is slightly different each time. If you slip up here, the consequences are immediate.
We will be happy to show you how a consistent approach can be easily anchored in the organization’s day-to-day business.