{"id":19255,"date":"2016-07-12T13:49:03","date_gmt":"2016-07-12T17:49:03","guid":{"rendered":"https:\/\/www.bullhorn.com\/eu\/?p=19255"},"modified":"2019-03-01T21:27:37","modified_gmt":"2019-03-01T21:27:37","slug":"real-reason-youre-missing-new-business","status":"publish","type":"post","link":"https:\/\/www.bullhorn.com\/eu\/blog\/real-reason-youre-missing-new-business\/","title":{"rendered":"The Real Reason You\u2019re Missing Out on New Business"},"content":{"rendered":"

How do you approach new business? <\/span><\/p>\n

If you\u2019re relying on \u2018old school\u2019 techniques, you may find yourself struggling. You see, it\u2019s no longer enough to: a) define a need or challenge, b) provide a solution, and c) convince the client to pick your company over an alternative. <\/span><\/p>\n

Nowadays, prospects are savvier and better informed than ever because of the wealth of online information. <\/span><\/p>\n

As a result, it\u2019s easy for them to define their own needs or challenges and figure out what solution they <\/span>think <\/span><\/i>they need. They don\u2019t need you to do that anymore. <\/span><\/p>\n

So if you want to stand out during your next negotiation, let me introduce a radically different approach that\u2019s proven to work. <\/span><\/p>\n

Reposition Yourself as a Partner – Not a Seller <\/b><\/p>\n

Our friends at <\/span>Rain Group<\/b><\/a> have recently carried out some fascinating research into selling \u2013 surveying over 700 B2B buyers \u2013 and their findings align with our approach here at <\/span>Bullhorn<\/span><\/a>.<\/span><\/p>\n

They\u2019ve found that when you\u2019re looking to win new business, whether or not you secure a contract depends on your relationship with your prospect and what you\u2019re able to add to the buying process. Now you might be thinking, \u201cbut that\u2019s nothing new\u201d. If so, you\u2019re only partially right – it is true that in this new world, relationships remain at the forefront, but <\/span>what\u2019s changed is the depth of connection you must build with your prospects. <\/span><\/i><\/p>\n

Remember, many companies remain too focused on solutions alone when presenting a proposal. But if all you do is solve a pain with your products and services, you\u2019ll be perceived as just another vendor. <\/span><\/p>\n

Instead, you want to position yourself as a<\/span> partner. <\/span><\/i> Here\u2019s why it makes such a difference\u2026<\/span><\/p>\n

Collaborate – With the Prospect Throughout the Buying Process<\/b><\/p>\n

\u2018Partners\u2019 move beyond simple sales solutions to give their client fresh ideas or a new perspective. By placing additional options on the table (and creating your own opportunities), you can help the customer get a better deal \u2013 one that could even be more profitable for your company.   <\/span><\/p>\n

What\u2019s more, when you add value to the conversation in this way, your opinion has more weight with the prospect. It changes the dynamics. You\u2019re no longer there to just sell \u2013 you\u2019re there to help as well. <\/span><\/p>\n

Of course, this approach takes skill\u2026 <\/span><\/p>\n

For example, you need an in-depth appreciation of your prospect\u2019s: a) business, b) challenges, <\/span>and c) aspirations.<\/span><\/i> As a result, relationships are key. You must take the time to listen to your prospect and really understand what they\u2019re trying to achieve. You\u2019ve got to read between the lines, ask the right questions, and move beyond the obvious. <\/span><\/p>\n

You also need to focus on creating new possibilities and helping the client achieve their goals. Solving a pain is not enough (but it\u2019s where most of your competitors will focus their attention). What else can you offer?<\/span><\/p>\n

Does this approach take more work? Yes. <\/span><\/p>\n

Will it increase the likelihood that you\u2019ll win more business? Almost certainly. <\/span><\/p>\n

What winners do differently?<\/b><\/p>\n

As a consultant, this partnership approach could radically improve your performance when discussing new projects.<\/span><\/p>\n

So if you\u2019d like to discover how to put this principle into practice, <\/span>register for my upcoming webinar<\/b><\/a>.<\/b> I\u2019ll be joined by RAIN Group\u2019s Ago Cluytens to talk about:<\/span><\/p>\n

    \n
  1. The #1 factor buyers\u2019 say that makes them buy from one firm over another<\/span><\/li>\n
  2. A surprising and unexpected insight into “the rationality of decision making”<\/span><\/li>\n
  3. Why consultative selling is (not) dead, but has to evolve and adapt<\/span><\/li>\n
  4. 3 key steps to winning the professional services sale<\/span><\/li>\n<\/ol>\n

    The webinar is happening on <\/span>Thursday 14th July at 10am (BST)<\/b> and you can <\/span>register here<\/span><\/a>. <\/span><\/p>\n

    Hope you can make it. It could help you become more effective and influential when you\u2019re next in front of a client discussing new business.  <\/span><\/p>\n

     <\/p>\n\"richard\"\n

    r.young@bullhorn.com<\/a> | Twitter<\/a> | LinkedIn<\/a><\/p>\n

    Richard helped introduce CRM to the UK back in the \u201990s. With this wealth of knowledge, Richard helps organisations with their CRM and sales management processes in a practical and efficient manner.<\/span><\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

    How do you approach new business? If you\u2019re relying on \u2018old school\u2019 techniques, you may find yourself struggling. You see, it\u2019s no longer enough to: a) define a need or challenge, b) provide a solution, and c) convince the client to pick your company over an alternative. Nowadays, prospects are savvier and better informed than […]<\/p>\n","protected":false},"author":72,"featured_media":19256,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"footnotes":""},"categories":[584,585],"tags":[440,105,421,341,412,131,439],"class_list":["post-19255","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-industry-trends-and-insights","category-tips-tricks-and-how-tos","tag-b2b","tag-bullhorn-crm","tag-bullhorn-crm-for-consulting","tag-consulting","tag-crm-for-consulting","tag-new-business","tag-sales"],"acf":[],"yoast_head":"\nThe Real Reason You\u2019re Missing Out on New Business - Bullhorn EU<\/title>\n<meta name=\"description\" content=\"If you want to stand out during your next B2B new business negotiation, you need to adopt a radically different approach that\u2019s proven to work.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.bullhorn.com\/eu\/blog\/real-reason-youre-missing-new-business\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Real Reason You\u2019re Missing Out on New Business - 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