The most important part of making a sale

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 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
Episode 14: The working mum transforming a global product chain
Episode 13: 'How I've kept my first customers for 22 years'
Episode 12: Navigating your best routes to market
Episode 11: Expert tips for getting your marketing right
Episode 10: Tips for qualifying new business leads
Episode 9: How I structure a 90-hour working week
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