“Define the Cost of Saying No” in Your B2B Marketing Strategy

Another great tip from Portfolio.com on gaining new clients and customers–be clear about what you bring to the table:

How can companies prove their worth to new clients and potential customers?

“Define the cost of saying no,” Luginbill [John Luginbill, CEO of Indianapolis marketing and branding firm The Heavyweights] says. “If a prospect doesn’t want to do business with you immediately, you have to clearly explain the negative consequences they would incur.”

He also stresses the need to keep the lines of communication open with your customers and clients:

Once you’ve gotten to “yes,” develop a sales price strategy that consistently communicates next steps, Luginbill adds. “First, clearly define what is next, and who has to do what in order for the client to engage you. Then, outline each step in the process and explain your initial timeline for delivery. There must always be a clearly defined future of a B2B sale to have any chance of moving forward.”

via Developing And Maintaining A Strong B2b Marketing Strategy – Resources – Portfolio.com.

Simple advice that makes sense, doesn’t it?