1. Take an approach that shortens lead times

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One of the reasons for external factors is that potential customers are given a long period of time to consider. In other words, this is because they continue to feel uneasy about being unable to make a decision. iceland consumer email list If the lead time is extended, giving room for various external factors to enter the picture, the possibility of losing the deal increases. Therefore, it is important to take an approach that shortens the lead time. Specifically, it is important to objectively and logically analyze the problems that customers are currently facing and clarify common issues.

<Examples of countermeasures>
Communicate in as much detail as possible how your company's services can solve the identified issues
Make a proposal that incorporates a forecast of what the future will be like after the issues are solved Present
the cost-effectiveness with specific figures Present
the benefits of your company's services compared to competing services in the most optimal way for each industry

In this way, you can prevent the lead time from becoming longer by dispelling the anxiety of potential customers. In addition, when making a proposal, it is also effective to paint a vision of the future brought about by the use of your company's services and clearly state the state after the customer's problems are solved. As a result, it becomes easier for customers to understand the value they can gain by using your company's services, which encourages them to make quick decisions.

2. Conduct a competitive analysis and create a winning proposal
In order to prevent losing business due to competition, it is important to understand the strengths and weaknesses of your company and your competitors and to clarify your value proposition based on customer needs. Value proposition was proposed in a short essay titled " A business is a value delivery system " compiled in 1988 by Michelle J. Lanning of McKinsey & Company in the United States . This concept refers to the "value that a company provides to customers," that is, "the unique value of your company that is highly needed by customers and cannot be provided by competitors." By understanding your company's value proposition and utilizing it in your proposals, you can differentiate yourself from your competitors and make proposals that will be attractive options for customers. On the other hand, in order to clarify your value proposition, a detailed analysis of your competitors' products and services is essential. In addition, it is important to clarify how your proposal differs from your competitors and what benefits you can provide.