How to qualify your sales opportunity – Bid or No Bid?
This has got to be the number 1, top question in sales ‘as a salesperson I had to ask myself this daily; and when I was a sales manager, I was certainly asking my team often enough to keep them on their toes. In sales the most valuable resource we have is our time, and our biggest and most important decision is how we use our time most efficiently.
Good sales people are never short of prospects and opportunities, so the key question you have got to ask yourself is Bid or No Bid.
When you’re in a new sales role, naturally you want to be active and will talk to anybody who’s willing to listen, and you’ll work on any projects that come your way.
However it shouldn’t take long until your pipeline begins to fill and you start feeling busy. Now you’ve got important decisions to make about who you’re going to invest your time with. You’re decision is made all the more urgent when you need the support of other people within your organisation, and you have to consider the impact of their time and the opportunity cost of their efforts.
The decision to bid always requires the expenditure of time, money, and energy that could be invested elsewhere. So your call to either bid or no bid should not be taken lightly or made carelessly.
Sometimes the decision to go ahead or not is a already made, or it’s a “no brainer” because of existing relationship or the nature of the potential contract.
But when you have the choice it’s an important decision to me and to be successful in sales it’s vital you make this assessment intelligently and weigh up your prospects properly.
Here are 10 crucial questions you need to ask yourself when deciding to Bid or not:
1. Is this a “must Bid” opportunity?
2. Is the prospect really ready to buy? And honestly are you really in a position to be able to supply if they do buy?
3. Is the prospect looking for service and value over a simple price comparison? If they are deciding purely on price and you’re not the cheapest then save yourself a lot of hassle and effort and bow out now – No Bid!
4. Can you introduce some extra added value to the opportunity? Can you move the goalposts and alter the specification in your favour?
5. Do you have a good relationship with the client, and the decision makers?
6. Can you meet the requirement in full?
7. Do you have a defined competitive edge? Do you have a technical or commercial advantage that can add value to the opportunity?
8. Are you competitively priced? Either you have a cost competitive offer or you can tangibly offer added value?
9. Can you meet the timescales of the project?
10. Will this lead to further opportunities?
The more times you can answer ‘Yes’ the better this prospect is – 10 “Yes” answers and you’ve got a hot prospect here! Less than 7 and you need to think real hard if this is the best use of your time…
About the Author
Secured Loans- Money at reasonable rates
Secured loans are availed by placing your home as security. The rate of interest is generally lower as compared to the unsecured counterpart and hefty amounts can be procured for a long period.
Are you a home owner and need money at reasonable rates? Secured loans can provide you with lucrative deals. Secured loans are backed by assets belonging to the borrower in order to decrease the risk assumed by the lender. Thus, your home will act as a security in order to help you procure money. Hefty amounts for a long period of time can be availed as secured loans. The asset i.e. home put as collateral can be forfeited by the lender in case the borrower fails to repay the loan.
There is no restriction on the way a secured loan can be used. Secured loans are multi-purpose and therefore can be utilised for any purpose like the ones cited below
Secured loans are available at competitive rates in the market. Thus, secured loans are beneficial for the lender as well as the borrower. Secured loans can be classified into the following types in accordance to the uses and nature of the loan.
1.Secured personal loans- Loans that are used for personal uses like marriages, family holidays, educational expenses and others are called secured loans.
2.Bad credit personal loans- People running with bad credit (including arrears, defaulters, CCJs and bankrupts) can also avail a secured personal loans if they own a home. However, the APR in such cases is usually higher.
3.Secured debt consolidation loan- Loans that are procured by the borrower for consolidating or paying off all the running debts are called secured debt consolidation loans.
Note: In all these cases the borrower needs to be a home owner to keep put his home as collateral.
The amount that can be borrowed as secured loan, the loan tenure (repayment period) and the Annual Percentage Rate (APR) depend on the value of the home (equity), credit history of the borrower and the credit policies of the lender. The risk involved in Secured loans is generally higher since your most treasured possession; your home is at stake. So, before going in for any deal, make sure you’ll be able to repay the loan on timely intervals. Compare and analyse the various market lenders, critical details like arrangement fees, early repayment charges, flexibility of repayment and most importantly the APR.The author is a business writer specializing in finance and credit products and has written authoritative articles on the finance industry.
For more information onSecured Loansjust click.
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How To Build A Massive, Hyper Responsive List Of Eager Subscribers
Every online business provides great service to generate satisfaction among their customers. As each and every customer receives satisfaction over their products or the services they get, there is a great chance that they will become a return customer and buy again. Better yet, they will recommend you to other people that could generate more business for you and your site.
As more traffic is driven to your site, you can entice many of them to subscribe to your mailing list or opt-in list. This is a list where in website visitors agree to be sent promotional materials such as newsletters, catalogs and such that could keep them updated about your site or the niche of your site. These promotional materials are sent via e-mail to the members of the list in different time intervals.
When using e-mail as the media of your marketing and advertisements, you eliminate the need for high costs. Email is free and if you can manage to make your own promotional advertisements you can also save a bundle there. With an opt-in subscribers list, you are pretty sure that what you are sending out is received, viewed and read by the subscribers and not simply being deleted. They have signed up for service and have consented in receiving it.
This means that there are constant reminders to your subscribers about all your products, new products and services as well as any promotions and special deals you are having. There is also the chance that they can be forwarded to other potential customers as they tell their friends and families about you and your site.
Of course you should be also aware that a subscriber may unsubscribe when they feel that they are not getting what they want or expected. Make sure that they are satisfied with your opt-in marketing strategies and keep them excited in receiving your newsletters and catalogs. Here are some tips that can help you build a list of eager subscribers.
Make your promotional materials interesting and fun. Try to use a little creativity but not too over artsy. Build around what your product or service is about. For example; if you are selling car parts, put some pictures of what is new in the auto parts world, a new wing door possibly that can fit any car and make it look like a Lamborghini.
Try to research what people are looking for, these way, you stay one step ahead of them all the time and you will be their bearer of new tidings. They will be eager to receive what you are sending them because they new you always have fresh and new things to share with them.
Write good articles that can be very informational but light at the same time. If your subscribers enjoy your articles, they will go to your site by clicking the links that you will be putting on your newsletter to read some more. You can provide articles that can connect to many people. Be diverse in your articles. Put something humorous, then put something informational, then put something that has both.
Are you wary about this because you don’t like writing? No problem, there are many professional and experienced article writers that can do the job for you for minimal fees. They know what they are doing and can provide the need that you have for your newsletters, the money that you pay for your articles are going to be met by the many sign-ups and the potential profit from the sales that you will get.
Create and send an E-book to your customers about anything that is related to your business or site. Use your knowledge and expertise in the field you have chosen to help other people who are similarly interested. Offer this e-book for free. You can write about anything informational and helpful to your subscribers. For example; you can do manuals and guides in so many things. This e-book could be used as a reference for many people.
Share this e-book with everyone, even other sites; just make sure that they don’t change the links in the e-book that will lead people to your site. If you want, you can always get some people to write it for you just like your articles. Your investment once again will be covered by the great marketing this will generate.
Add e-coupons in your newsletters that will help them avail to special discounts. Put a control number in your e-coupon so that they can only be used once. When people get discounts that can be found in your newsletters, they will be eager to receive your newsletter in anticipation of what you are promoting next.
If your subscribers can get benefits from your newsletters, they will be very eager to receive them. Just don’t flood your mailing list with mails so that you don’t annoy your subscribers.
http://cjnpromo.com/recommends/viralshock.htmEd Reuben is operator of Learn by Audio and Video. A Free Membership Site with everything in Audio and Video format.
Article Source: http://www.simplysearch4it.com/article/51818.html