Most people think sales is all about the initial pitch. This business owner, however, says differently – and he shares some first-hand tips on how to achieve the best results.
“My clients can go direct, they can do their own research. The internet was meant to end what I do. They can go to my competitors. They can sometimes decide not to do anything … I have to show the value first.”
As a broker connecting clients with motivational speakers, Keith Harwood, founder of Inspire Speakers, has faced – and continues to face – considerable threats to his business. Yet the company is maintaining a healthy growth trajectory.
In this week’s episode of the My Business Podcast, Keith discusses how he is meeting these many challenges and his thoughts on:
• The thing he believes is most crucial to making a successful sale
• How to cope with digital disruption
• Dealing with channel conflict as a ‘middle-man’ service provider
And much more!Listen to other instalments of the My Business Podcast:
Episode 24: Offshore workers: the next bastion of business growth?
Episode 23: What Trump means for Aussie businesses
Episode 22: Balancing innovation with paying the bills
Episode 21: The do's and don'ts of selling online
Episode 20: A true blue Aussie success story
Episode 19: Growing a successful business against the odds
Episode 18: ‘Why I give stuff away for free’
Episode 17: The nuances of business expansion
Episode 16: Adding scale and value in a services business
Episode 15: Guide to winning clients and retaining staff