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Small-to-medium enterprises () are great when it comes to creative and innovative ideas. But their main challenge is effective marketing on what is typically a shoestring budget. The acronym REFERENCES best sums up the approach SMEs can take in today's marketplace to grow their business. Here's how it can work wonders for you.
1 Recognise prospects early on in the sales cycle
Identifying the "right" prospective customers for your business is an obvious starting point, but one many SMEs tend to either get over optimistic or too emotional about while pursuing them to become their customers.
2 Efforts proportional to likely deal size
Not all deals are of the same size and value. Like Newton's Third Law of Motion, SMEs will need to understand that efforts need to be proportional to the deal size. Overselling or too frequent sales pitches can have just the opposite reaction from a prospective customer and turn you into a nuisance with your office telephone/mobile number getting stored on prospects' mobiles as part of their "do not pick up call" list.
3 Ferret the customers' actual requirements
Often, there's quite a smokescreen put up by the prospective customer to hide their real requirement or the price they are willing to avail/buy your services. Finding these out are key to a successful sales closure within a reasonable time frame and requires the SME to pick up on all their detective traits they developed while reading the stories of Arthur Conan Doyle and A Washington Capitals Jersey: Hockey-NHL | eBay --Find great deals on eBay for Washington Capitals Jersey in NHL Hockey Fan Apparel and Souvenirs. Shop with confidence.
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