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 51: Simple trick to boost growth, reduce costs: Murray Warner, Concur
Episode 50: Mister Minit Australia’s do or die approach to disruption
Episode 49: Growth powerhouse – 300 customers to 30,000 weekly orders: Marty Halphen, The Fruit Box
Episode 48: Curly legal questions on HR explained: Mark Gardiner and Nicole Billett, Teddington Legal
Episode 47: The cost of a new website revealed: Tim Barnett, 2BInteractive
Episode 46: The underutilised resource for business betterment: Paul Cave, BridgeClimb
Episode 45: Jules Peacock & Amajjika Kumara, Lily Jackson Hair & Makeup: A sneak peak into the business behind Sydney’s best hairdresser
Episode 44: Paul Cave, BridgeClimb: the best ever story of perseverance
Episode 43: Natasha Chadwick, Synovum Care Group
Episode 42: Steve Hughes, Mood Media Australia
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