That sale you just lost could be the best thing that ever happened!
Turn lost sales into multiple wins by really understanding why you lost and multiplying your success rate.
So you’ve lost a big opportunity. That’s bad enough but if you don’t know exactly why you lost you may be destined to repeat the same mistakes over and over again
You could ask your client directly but it is not likely to glean the real reason for the loss. You’ll probably just get “you were a close second”, “there was not much in it”, “the others were a bit cheaper”. Not useful at all.
Why? They want to be polite and don’t want confrontation. However, a client will divulge information to a skilled 3rd party that they simply would not tell you.
Hiring an independent 3rd party professional business research and strategy consultant will help you uncover the REAL reasons. Use that information to make changes to your business and you can stem the tide of lost business and turn it into wins.
Using this service will enable you to differentiate your business and increase your chances of winning the next pitch.
You will get the following ‘mini strategy’ from this process.
- Key Recommendations for action
- Key underlying issues and strategies to address them
- Summary of findings
- Verbatim answers to a detailed depth questionnaire developed and tailored with you
- Initial briefing with yourself (client)- 1 hour
- Depth interview with lost client (1-2 hours face to face or telephone)
- Face to face debrief with strategic recommendations- 1-2 hours
Turning recommendations into action (options):
- A written marketing concept-break down of your offer/ key meaningful benefits in customer speak which demonstrates competitive added value to your clients
- Tailored Business Development/Sales protocol that should quadruple your success rate
- Training and role play with written scripts to perfect its delivery for the next specific/general pitch