Enigin Money

Enigin Business Advice - Prepare for the next Financial Crisis IV

It looks as if the world economy could dip back into a recession.

A credit crisis and subsequent meltdown could happen again.

What does this mean for your business - your Enigin Distributor energy saving business?

At Enigin we have discovered it means we all have to work harder - the business is still out there, and if anything firms and organisations need to reduce costs all the more, what better way thatn reducing energy costs.

But working harder requires sales professionals will face some heavy challenges.

So here are a series of posts to explain exactly what you should start doing RIGHT NOW to protect your present and future energy saving business sales revenues.

Here are the fourth two points:

• Re-qualify Your Customers. Do the same with your current customers.  Determine whether or not they’re going to be a victim of a collapsing economy and make sure that they’ll be able to pay you if they’re a victim.  To do this, introduce payment options that will make maximize the likelihood that your firm will get paid.  Example: If you think your customer will be unable to get a loan to pay off the rest of your contract, offer to accept a steep discount if they pay right now.
• Work the Numbers. Set up an ambitious schedule of working through the steps of your sales process.  And then follow it.  One of the best things about a sales process is that it forces you to focus on the mechanics of selling rather than your emotions about the crisis.  The regularity of making your 20 cold calls, or 10 referral calls, every day, like clockwork, is a great way to get a sense of accomplishment, even if your hit rate is (understandably) lower than usual.

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