I still remember what happened when we were underperforming.
On the 10th of the month the big boss realized that on the 31st we would be under budget, and summoned his most loyal area manager:
– “Antonio, you have to close orders for me”
Poor Antonio, a big man, mumbled something, tried to say that none of his sellers had negotiations in closing, but after yet another peremptory
– “I don’t give a s***, get me orders by 31!”
he disappeared into the corridors.
Then, around the 25th of the month, he would reappear gonging with an order in his hand.
Big Chief is happy: he avoided an outburst during the upcoming conference with the parent company. And Antonio is happy too: he just avoided the boss’s anger.
Mission accomplished, at least apparently…
…because then came the 31st of the month…
When invoicing, the contract office manager took charge of ALL the paperwork, which had remained in a drawer for some reason, and the skeletons in the closet came out: a customer with a previous string of unpaid debts, or a flying page attached to the standard contract that exposed the company to absurd risks, and so on.
But without that turnover we would have had to postpone the forecasts sent to the headquarters only two days before, and the order passed.
Then… let’s forget about the troubles that came afterwards, the bad debts, etc…
What’s the morals?
Acquiring a bad order is something that every business should avoid.
Yet did that ever happened to you to take a bad order to make a turnover in a bad period?
In order to be able to avoid falling into the trap, you have to put yourself in the position of NOT having bad periods.
And how can we have a pipeline always full of quality negotiations, and sleep quietly with the certainty that we will make every month the forecasted turnover on the budget?
We need a lead generation method:
- that works well
- that works all year round
- that is not subject to seasonality, nor to the outcome of some fair
- that allows you to choose which customers you want to work with
- and allow you to devote sales time only to those opportunities that are qualified to become a GOOD customer.
This is not utopia.
Some companies already do this.
For the others, who are always too busy running like a hamster and don’t find the time to create this precious business saver, there is now a possibility: the Lead Generation Farm™.
It is an innovative methodology, designed and developed for SMEs, which allows you to realize the dream of every entrepreneur and every manager:
volume of negotiations
quality of negotiations
Security of being able to count on turnover every month
Find out more here: www.leadgenerationfarm.com