Businesses must give a clear, concise message of what exactly their business does before they can even think of making a sale.
You need to have a clear marketing message of intent. What do you do?
How do people understand what you do? You need to sell the right way, and to do that you need to ask what it is exactly that you do for people.
Being proactive and talking to people is great, but if you’re not clear about what you do then they’re not going to understand.
Sue Barrett, head of sales consulting group Barrett
James was the editor and publisher of SmartCompany and LeadingCompany for five years. He is now the Australian Financial Review‘s companies & markets editor, and a former BRW editor.
