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 43: Natasha Chadwick, Synovum Care Group
Episode 42: Steve Hughes, Mood Media Australia
Episode 41: Finding a partnership between digital and physical
Episode 40: SumoSalad CEO shares the secret to corporate social responsibility
Episode 39: Evolving innovation to suit your business needs
Episode 38: Lessons from a serial entrepreneur
Episode 37: Juggling product ideas with commercial realities
Episode 36: How exporting is driving growth for ambitious SMEs
Episode 35: Trumped or pumped? SME sentiments revealed
Episode 34: Anytime Fitness Australia founder talks expansion and competitive markets
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