Great question. I work with many organizations with sales staff. Your question is a big one. One of the biggest challenges I see in increasing revenues with companies I work with is teaching sales people how to negotiate. They don`t listen well. They don`t know how to ask the right questions. They need to master the art of negotiating. They bargain with themselves way too much. They need to understand this statement thoroughly:
Anytime two or more people are exchanging information with the intent of changing the relationship they are involved in a negotiation.
It`s sad, but the truth is many salespeople do not understand the above statement. I`ve met a lot of professional order takers
For me, in week 2 of my actual opening marketing efforts, its a balance between my j.o.b. that pays the bills and spending time marketing. Trying to make calls and do mailings on one`s lunch break (in your car) can be frustrating yet I can`t afford to alienate my employer. I plan on taking a couple days off soon to strictly focus on developing my business. The faster I can get clients, the faster my business becomes more than a hobby! The security of a paycheck is nice but it can also be like a ball & chain.
I`ve spent almost a year getting to the launch point and I have now stepped off that cliff. I am sure that my experiences are not that unusual, or at least I hope not...
The biggest challenge I face to increasing revenues for my business is maintaining a steady stream of quality leads within a fiercly competitive market.
Thank you for responding. It is true that 80% of all home purchases start with online searches. Not having any experience with Home Gain, I can`t comment on their services. However, I have investigated a few services which have contacted me; but after speaking with local realtors who had used their services I didn`t sign up with them. I have found it is difficult to distinguish between online services which provide qualified leads to those who capture email addresses through cookies and forward unqualified, dead leads. The risk to using those services is they charge a flat fee or % per each lead regardless if the lead converts to a closing or not. Ultimately the cost outweights the potential benefits.