Home   About   Services   Client Testimonials   Contact   Blog  
 
Saturday, October 18, 2008


It's always good when you pick up an interesting new phrase. My latest came from a prospect when we were planning their new business campaign: "Conquest Business"

As soon as I heard it I thought, "ooooh, I like that!"

Anyone who's been involved in new business sales will instantly get it too. New business is just that - a conquest.

Unlike selling existing products and services to existing customers, new business is the hardest business to win.

I liked it so much I've updated my new business matrix:

This matrix shows the different types of new business. Selling in the right-hand quadrants is always tougher (and more expensive) than selling to existing customers. Most of our work is focused on the lower right-hand quadrant, which is classic new business (shown above as "conquest").

Occasionally we get involved in real "Pioneering" new business, particularly with start-ups. This is where you're selling new (and usually unproven) services to new customers or clients. This is pretty much as hard as it gets.

It never ceases to surprise me when I'm talking to an entrepreneur who has a service that no-one has ever paid money for and they think it's going to be a walk in the park to win new business. Which is the right attitude for the entrepreneur, I guess, but they're always taken aback when we're less enthusiastic; we know that it's never that easy.

"First mover advantage" always sounds good when you're pitching for investment. But when you're selling to an un-educated market that has no idea about your service (and often about the problem it solves) and you've got no real examples or references to point to... it's a different matter.

How can you spot a pioneer?

They're the ones with the arrows in their back.

Labels: , , ,

Posted by: David Regler @ 7:48 am |   | Links to this post  

Bookmark and Share



0 Comments:

Post a Comment

Links to this post:

Create a Link

<< Home



Don't you love it when the underdog wins?

New business development in uncertain times

Unified Communications for Telemarketing Companies...

Is stand-alone telemarketing dead?

Social Media Marketing Strategies for Professional...

Winning new business with corporate giants

Google ads show us the future of cold-calling

Event for Digital Entrepreneurs

Is this lead generation 2.0?

Strategic Alliances for Profit Growth


November 2005
December 2005
January 2006
February 2006
March 2006
April 2006
May 2006
June 2006
July 2006
August 2006
September 2006
October 2006
November 2006
December 2006
January 2007
February 2007
March 2007
April 2007
June 2007
July 2007
August 2007
September 2007
November 2007
December 2007
January 2008
February 2008
March 2008
April 2008
May 2008
June 2008
July 2008
September 2008
October 2008
November 2008
December 2008
January 2009
February 2009
March 2009
April 2009
May 2009
June 2009
July 2009
September 2009
October 2009
November 2009
December 2009
January 2010
March 2010
September 2010
October 2010
November 2010
December 2010
January 2011
February 2011
March 2011
May 2011
July 2011
September 2011
October 2011
November 2011
December 2011
January 2012
February 2012

Powered by Blogger





2003.
All content © Maine Associates Ltd 2010 All rights reserved. Read our privacy policy