UNDERSTANDING THE CORPORATE BUYER Written by C.J. Hayden, MCC
Selling your services to corporations is an attractive proposition. The contracts are larger than with small businesses and individuals, and often longer-term. There's possibility of repeat business worth many billable hours at respectable rates. But best clients are not always easiest to get. If you don't grasp realities of corporate environment, you may sabotage even a hot lead. Here are five important keys to working with corporate buyer. 1. Managers are busy. This is just as true in economic downturns as during a boom. When business is slow, unnecessary employees get laid off. The people left behind have to pick up slack. Busy people ignore unsolicited email and letters, and will not return your phone calls. Even when you are in final stages of closing a deal, your contact may not return your calls for weeks. If you accept this as normal behavior instead of obsessing about how you may have caused it, you will sleep better at night and use your daylight hours more productively. 2. Hot buttons open doors. If you want to capture interest of a busy person, you need to tell them exactly how you can help them. Calling just to introduce yourself will not get their attention. What do people in your target market perceive to be greatest problems they face, or biggest goals they wish to achieve? Ask these questions of people you serve and other businesspeople who serve them. Read trade literature or special interest publications and educate yourself on key issues in your marketplace. Then tell your prospects in every communication how you can help address these needs. 3. Every choice must be justified. When you sell to owner of a small business or to an individual for his or her own use, your buyer is free to make purchasing decisions based on instinct, whim, or gut feeling. But every corporate sale must be justified to someone else in organization.
| | 10 Best Ways to Justify Your Airplane PurchaseWritten by Pat Redmond
For those of us who've caught "aviation bug" finding a way to justify purchase of an airplane becomes an all consuming mental task. Make this task simple by choosing appropriate reasons from list below: 1. The airplane will make money for me. This one actually works! Learn about leasebacks and/or using your airplane in your business by visiting: http://www.airplanenoise.com/answers_to_why.htm 2. My business will benefit from my increased productivity when I fly instead of drive. Save time and money by flying yourself! You can avoid hours at security gate and layover time by flying yourself. Most regional trips will be completed in a fraction of time you'd spend driving or flying commercially. Learn more by clicking link: http://www.airplanenoise.com/business_justification.htm 3. The airplane will keep my family together. Many people find their children off to college and their parents staying in south. A personal aircraft allows you to stay in contact and maintain relationships that are so important to you. After all. . . is there anything more important than our relationships with our family and friends? 4. Learning to fly provides a new challenge. Most of us have dreamed about flying since our childhood. What's preventing us from taking that step? Life's too short to procrastinate! 5. I can vacation every weekend! No doubt, every weekend can be earmarked for a new destination. Start with you own state, and expand to other states. Visit museums, recreation areas, friends . . . sky's limit! Start with this list: http://www.airplanenoise.com/great_trips.htm
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