When we’re deep into our field, we sometimes get so deep that clients and prospects have trouble understanding. Think of a doctor describing an operation to another doctor, rather than to the patient.
This is the curse of expertise.
But there’s another form of the curse of expertise– the belief that everything should be as complicated as open-heart surgery. So we know we need some help with sales, and we read books for top sales reps, take training courses, implement fancy CRMs, etc.
And what happens? We get frustrated, wonder why we don’t get it, and then we find another shiny object that will surely fix our problems… etc, etc.
Sales and marketing isn’t our area, client work is. (Even when you’re a sales and marketing consulting– so I’m told.) We need a biz dev process that’s simple enough to be effective and sustainable.
This is where the 2-Step Sales Process comes in. So simple, even I can do it.
- figure out (exactly) who you want to talk to
- talk to them
Hopefully, that’s enough to get you started, but if not, join me for a webinar on Thursday at noon CT where we’ll get into more details. Register here to join me.