Why Labeling Clients is Bad for Business

“Once you label me you negate me.” – Soren Kierkegaard

We are a culture obsessed with labels – from the ones displayed on our designer jeans to the titles we use in the workplace to distinguish higher-ups from entry-level employees. Categorizing people, places, and objects is a way of simplifying our lives, of easily defining who is who and compartmentalizing them in our minds.

But labels are also risky – they make us inclined to expect certain behavior from certain people, which can cause us to project negative attitudes onto them. I see this happening a lot in the world of business. Oftentimes, business and sales people might judge their clients before much interaction has even taken place. It’s not something I’m proud to admit happens in the sector, but it’s a reality, and labels like “annoying,” “needy,” and “high-maintenance” might get tossed around as descriptors for clients with specific needs.

Usually, I find that applying such labels has a guarantee of making them come true – they are self-fulfilling prophecies, so to speak. If you dread dealing with a client because you regard them as any of the aforementioned problematic labels, then it makes sense that they are going to seem annoying, needy, and high-maintenance. This, I think, is what Kierkegaard was getting at in his famous quote – assigning a label has a way of automatically nullifying who an individual is beyond the classification. That is to say that all other distinctive aspects of a person fade away so that the label takes precedence.

Needless to say, this only makes doing business more difficult, which is why I’d like to propose a challenge: leave the labels behind. Rather than ascribing strict designating terms to people, think of your prospects more generally: as an opportunity to help someone. I guarantee it’ll make your interactions with clients more pleasant, and your attitude about working with them much more positive.

At Springboard, our sales team is committed to letting go of labels, and our resulting positive approach to sales makes our business development successful, expanding your company with our outsourced services.

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The Role of Marketing in Business Development: The Benefits of Outsourced Lead Generation Services

The most effective salespeople are those salesmen and saleswomen who efficiently manage their time. And the most effective businesses are the ones with the most effective salespeople. And no, that is not a coincidence. So what are you doing to help maximize the effectiveness of your sales team? One ultra-useful sales tool is outsourced lead generation.

By outsourcing lead generation needs to a professional business development firm you allow your sales people to focus on selling while the firm’s sales experts generate qualified leads and set up sales appointments. Other benefits of outsourcing lead generation services include:

•      Effective targeting and better prescreening methods

•      Ensures qualified leads

•      Your team can devote even more time to actually selling

•      Increases sales volume

•      Increases closing ratio

•      Makes you more money!

•      Lower cost per sale than traditional sales methods

•      Allows a sales team to focus on selling, not marketing

•      No need for additional employees or training

•      Professional firms have access to resources and databases that you may not

As you can see, there are many advantages to outsourced lead generation services.

Appointment setting and lead generation are highly specialized forms of direct marketing that is usually best outsourced to the specialists. That is why you should outsource your business development needs to a professional sales firm, like Springboard!

Located in Baltimore, Maryland, Springboard offers outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on you core business activities, we bring our sales expertise and connections to focus on your business development challenges.

Our approach to business development makes it easy to find new clients without the concerns of sales team turn-over, lack of sales expertise and payroll.

If you have any questions, contact Springboard Business Development by calling 410-832-7560 or click here today!

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Sources:

Benefits of Outsourced Lead Generation Services

Lead Generation Outsourcing: streamlining your marketing resources

Building a United Sales Team

If your business is built around sales, you have undoubtedly had to address the following question; is it better to build a sales team that works together or one that is in constant competition? Yes, competition can be a good thing, but a sales force that acts like a team can be far more productive than one with inherent competition.

The trick, however, is to promote both teamwork and competition. How is that possible? You must motivate your sales team with a group goal – perhaps an end of the year trip or a cash bonus. Whatever you do, you must make it about the team and not about individual accolades. If your sales team spends all its energy fighting against each other, they won’t have much energy or time left to fight for your customers.

It is okay to encourage competition; however, you can never let it compromise what you stand for as individuals and as a company. Competition is healthy when the team is bound with mutual respect and a common goal. If you accomplish this, you will have built a sales team focused on sales and profitability and not on direct competition with one another.

It is also important, however, to treat each sales person individually. The truth is that most professional sales people have big egos. That is just the way it is. Salespeople want to hear that they are performing well. But you cannot ignore the “weak link,” either. You need to encourage weaker sales staff and show them support. After all, your sales team is only as strong as its weakest link. And since your entire team is working towards one goal, they should also be more receptive to helping out one another. So, as you can see, a unified team is a strong team.

It’s a simple formula on paper, but can be very challenging to carry out.

At the end of the day, the success of your sales team comes down to how THEY measure success. Happy customers? Profit? Gross sales? Annuity revenue? Loyalty? Entrepreneurialism? Work ethic? Passion? Or individual accolades?

So be sure your sales team is working towards the right goal(s) – profit, customer satisfaction, business growth, etc.

If you have any questions about outsourcing, contact Springboard by calling 410-832-7560 or click here today!

At Springboard we offer outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on delivery, we bring our sales expertise and connections to focus on your business development challenges.

Follow us on Facebook and Twitter as well!

Sources:

Sales Manager Tips :How To Manage Sales People ManagingSalesPeople.com

Should I Encourage Competition Among My Sales Team? SmartCompany.com