Chapter 5
Getting Ready for Business Development
In This Chapter
Building an offer that succeeds
Preparing your offer properly before the sale
Moving confidently beyond the sale
I’d like you to take a moment to picture business-development heaven (clouds and harps optional). Imagine that every one of your customers is as good as your best customer – that your work delights them. It also inspires you and your team to leap out of bed every day, impatient to get on with the work. Wouldn’t that be gre at? Does it have to remain a dream?
Not at all! The key to living this sort of life is ensuring that you align your offer with what the market wants. Don’t worry about customers who want something that your company doesn’t provide. That’s not your problem.
To run a successful and profitable business, all you need are enough customers who want what you do and are willing to pay a fair price for it.
The process I describe in this chapter helps you to create your market offer and to design how to take it to the market and deliver it. I offer valuable insights into the high-level dos and don’ts. ...
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