So there you are in a successful business. Things seem to being going mostly your way. Sales are up. Profits are up. Your best customers keep sending you business. Then it happens. Through no fault of your own a key customer disappears and the future changes. In this workshop we will focus on prospecting: the process of insuring the business will grow by adding new good customers. Why attend? At the end of this Business Smarts workshop you will know how to find, win and keep the very best customers for your business. Don Crawford will walk you through the keys to defining your best customer, identifying and qualifying prospects and creating customers for life. Bring with you the A list of your customers and your current strategic plan to win more customers. Together we will look at the A list to challenge you to think of other companies to add. We will work through your strategic sales and marketing plan to perfect the selling process.
Don Crawford is a partner in Marketing Idea Shop, a consulting company helping small businesses challenge themselves to close more sales, earn more revenue, and drive their competitors crazy. He has over 45 years selling and sales management experience in a wide variety of industries. Don earned an MBA in marketing from the University of Missouri at Kansas City and a BS degree in electrical engineering from the Virginia Military Institute. As an adjunct faculty member of the College of Business at James Madison University, Don taught courses in business-to-business marketing. Together with his wife, Lois Carter Crawford, he authored Secrets of the Softer Side of Selling, a book on professional selling to offer selling tips and techniques to the next generation.
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