So what's the best way to sell? -- Small Businesses Discussion Forum

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Subject: So what's the best way to sell?

Author:
Imran

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Date Posted: 19:12:32 04/09/02 Tue

Hello,

I agree, knowing who my customers are is vital. I know
who my target market is. What I need to know is how to
"GRAB" my prospects so they pay attention to me long
enough to become interested in using my service.

How do I go about convincing them I can produce good
quality work comparable to what they can get from the
big guys?

I am asking this question based on my personal
experience of trying to get clients. As an independent
researcher, I have to face the fact most prospects will
have doubts in the quality of work I can produce, as
compared to the big guys such as ACNielsen, Gallup
Organization, and Research International, to name a few.

Unlike traditional selling of physical products, the
"products" I sell are sensitive marketing information
to my clients. I'm normally bounded by confidentiality
agreements prior to any work that I do, including an
absolute no-no of "name-dropping" during sales
presentations.

So what's the best way to sell? Quite frankly, I
don't really know the answer to that. I've always
referred to the experiences I gained while working in
some of the research firms, and major projects I've
headed. I'm not trying to sell myself here, but
just putting it as a "case study" if your selling
involves signing of confidentiality contracts. I
don't even know if I even did the right thing by
selling myself that way. I would certainly appreciate
any comments or suggestions.

The other thing to worry about is your product pricing.
In a way, it does affect on how you are perceived. I
believe quite a number of people I meet sees me as
"independent analyst + cheap == is he for real?'.
If I were to price it any higher, they'll go with the
big guys. It can be such a dilemma running your own
show.

How do you guys cope with these issues?

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Replies:

Subject	Author	Date
Re: So what's the best way to sell?	Dennis S. Vogel	22:27:05 04/09/02 Tue