Old school trick to get market intel - #B2BPlaybook

What’s the recipe, for business success?

Let’s break it down.

1. Start with live conversations here - Yes pick up the phone and call them.

Previous — Closed / Lost - Bid Contracts and RFP/RFQ
Previous - Client base

-Why did you originally buy from us.
-Why did you leave?
-Were there any other objections you didn’t tell us at the time?
-What could we have done better for next time?

Thats the recipe to build into your creative / messaging.

2. Start with new here

Cataloguing your addressable market.

Who are you with?
What do you like about it?
How long have been with them before?
Is there anything you would like to change?
If you ever went to tender, what would the winning bid proposal need to contain?

Would it be okay if I call back within x timeframe to see if anything has changed?

That provides you with ;

-Contract information
-Tender dates
-Permission to come back
-Recipe for success

Dialling that in, with the above recipe of known objections and buying reasons.

Your creative is really going to hit the mark.

3. Getting all this right.
Will allow you to lean in with questions pertinent to what it would look like to do business with us.
That opens the door, to exceed their expectations.

ALL, of which was considered business basics in the early 2000s.

Let’s get us back there.

Backwards to go forwards.

#ClosedCircuitSelling
#Marketing #Revenue #Deals
#ManderovicMethods