Marketing - What am I doing wrong?

**businesssuccess84** · 09-19-2010 02:55 PM

Hi All,

I've recently lost a good many deals to my competitors. While I know I am not going to win every deal, I am wondering what I am doing wrong. When I ask the prospects why they didn't choose my firm, I don't get a response. Many of these prospects have went unresponsive after receiving my proposal. After months of numerous emails and voice messages, I finally get that "we went with another provider." What am I doing wrong? I have a nice website, good material, etc. While I know that my marketing budget isn't five million a year like my major competitor, I still feel my material is quality.

I just can't seem to get the potentials attention once I send the proposal and info. I ask them to meet in-person, on the phone or join a webinar. They just never respond. And like I said when they do, I get the bad news.

Any help on this would be of value. Thanks!

**Ed Venture** · 09-19-2010 03:32 PM

Hi businesssuccess84,

I think you'd receive better feedback if you gave more information to the community.
What are you selling? Does your product have an unique selling proposition?
Can you keep up with your competitors' prices?
Will you give us an insight in your marketing material (you seem to be convinced that marketing is the problem),
for example the website?

**DayTrader** · 09-19-2010 05:19 PM

Have you shared your proposal to people close to you, like your relative, friends and business advisers? They will be the first to criticize your materials. Ask for their opinions. There may be something missing in your proposal. An X-factor that your target market is looking for.

**borisfowler** · 09-19-2010 06:56 PM

I have noticed a few things about the clients I lose; I did not know a whole about them. I think a large part of being successful is sales is what happens before you meet with the clients. Prior to the meeting, what do you do to get them into the "buying" mindset? Are many of your clients "just getting quotes" or are they serious and ready to make a purchase. This will determine what to do when you meet with them. At the end of the day, their objection is one of the following: price, quality, trust, or timing. You need to ask the right questions in order to figure out which one they have. If you can narrow it down to one objection prior or during your meeting with them, then you can focus on handling that one, specifically. '

Let me know if this helps. It probably will not solve your problem, but sales is full of peaks and valleys. Often, it just takes a minor tweak to get back on track.

Boris

**mediainsider** · 09-19-2010 09:19 PM

I agree I feel there is not enough infomation to really reply with any confidence.
yes what is your product, how comprehensive is your quote, what are your competitors doing that you are not ect

mark Aiston
mediainsider

**businesssuccess84** · 09-19-2010 11:48 PM

Hi All,

I am selling professional services along the payroll and human resource needs. This is a very tough industry, but I feel my pricing is competitive if not a bit cheaper than my competitors.

I forgot to mention that I find many of these prospects "just getting quotes" and not really wanting to even talk to me on the phone or have an in-person meeting.

Should I avoid these prospects? Stupid question maybe, but why are they getting a quote from me if they refuse or evade the topic of meeting or having a telephone meeting? What advice do you guys have for trying to get these prospects to commit to some type of meeting?

Thanks!

**Bugman** · 09-20-2010 10:01 AM

You should read a few sales books. No particular recommendation, just read a few. They all say most of the same stuff. Get small ones that are easy to finish. I'm reading one now called The 25 Most Common Sales Mistakes. So far it is ok. They keep you sharp and you don't forget the basics.

For me, if I just shoot someone a price and proposal(when selling work where such is the norm-not all my sales are like that) I might as well have simply thrown it in the trashcan. Sometimes that is really the only choice I have.

What do successful salesmen in your line of work do? Do they just fax over a proposal or do they say they'll bring it by and go over it with you? You might think about a line such as "we always deliver our proposals by one of these methods: in person, teleconference, etc." I never give anyone a price unless I've been able to explain to the decision maker what the benefits of choosing my company over the competition are, or what some unique values they will get by doing business with me, etc.