Prospecting is not a numbers game. You need fewer prospects who are well-qualified according to logical criteria. With fewer prospects you can do a more outstanding job of researching, developing relationships, finding weaknesses, establishing trust, accelerating the close.
The tighter your positioning in the market, the more qualified prospects you will have. Offering something for everyone risks being perceived as an expert to no one.
The reason you go to a prospecting meeting is to come back with a chance to perform a revenue-generating project. Simply coming back with a stronger relationship or a promise for another meeting isn’t enough. Don’t let your prospectors routinely settle for these outcomes.
If a pitch is inevitable, use your planning meetings with the client to make yourself the heavy favorite.
Think seriously about passing on the pitch if you realize you’re not the favorite to win, even if you’re the incumbent.
The competitor who is the better storyteller will usually win.
A good solution, wrapped in an excellent story, gives you a better chance of winning a pitch than does a great solution wrapped in a meh story.
If you want to grow your current client relationships, act as if the account is up for review once a year. What would you do if this was true? What would you do if you were a competitor out to grab the account?
Grow your relationships:
If you want to grow your current client relationships, act as if the account is up for review once a year.