Small Business Need to Master How to Compete

We have been working with a small manufacturing company over the last 15 months here in the Kansas City area. We focused on identifying 20-30 prospects that fit the characteristics of what we believe would make an ideal customer and arranged meetings. Over the last year, we have quoted 15+ of these prospects. Pretty good activity, I would say.

Before a company can accelerate its growth, they need to have an excellent understanding of their market. Meeting and then quoting 15 different companies gave our client extraordinary insight into how they compete. They learn about their prospect’s business, the specific challenges each company faces, and the expectations these companies have of their vendors. Our clients learn about their competitors, their own competitiveness, and how they are viewed by the market.

When our clients embrace this aspect of the sales process, and learn the lessons, their chance of success explodes.