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Pre-S: Been swamped with a project and this past week it was all about findings —which led to more writing.
I’ve seen that movie before.
Lots of the businesses I work with face similar problems. And they usually come with the same self diagnosis: We need more better leads. We need more better marketing.
While this might be true, it’s never the main issue.
One. It’s not a numbers game.
- The more quotes you send, the more sales you’ll make.
Sure. Under whose rules?
- We are losing on price. Our prices need to be lower.
Sure. So if you get a lower price to sell, you’ll close 100%.
- We can’t charge more than what the market pays.
Sure. What’s the price the market pays for?
- We have to give the buyers a win so they’ll go to their boss and say they got 30% off the price.
Sure. As they won’t push for more.
- We have to keep them busy and be quick with the quotes.
Sure. Purchasing departments won’t look for options.
I’ll dive deep into these for this week and a few ways to get out of that loop if you’re facing it yourself right now.
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