One of our clients is a leading provider of workforce mobility. But what on earth is workforce mobility? Unless you’re in the industry, you could be thinking mobile phones … or travel management … or vehicle fleets … or who knows what else. For the prospect that’s never met you before (or for meetings with lots of different stakeholders), a generic term like “workforce mobility” can open up a Guesswork Gap. When your message falls … [Continue reading]
Marketing Message
Watch out for these invisible deal breakers
You’ve got the perfect solution for your prospect. You’ve shown her how much it could benefit her company. And yet, you keep hearing that it’s just not the right time. Or it’s too much change. Or there’s not enough buy-in from various stakeholders. Or it’s not in the budget. Chances are, those are not the real deal killers. So, what is stopping your prospect from signing on the dotted line? Why they’re just not buying … [Continue reading]
How to gently tell a prospect their existing solution needs to go
You look at your prospect’s current solution. It may not be very efficient or competitive, but it’s theirs. They invested in it. They understand it. And, some of the people you’ll be presenting to were probably responsible for creating it – or at least choosing it. Now what? You know it isn’t a great solution, but how do you tell them that? For starters, don’t make this about their solution. Yes, it’s an inadequate solution. … [Continue reading]
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