Win Business or Win More Business? Both.

As I was sitting in a meeting with a potential client, during those 45 minutes David used about 4 or 5 client examples to establish credibility and demonstrate capability. As soon as we came out of the meeting I suggested we should create a concise document outlining some of the major clients we worked with, solution and results.


Being around for 100 years means we have a lot of case studies and testimonials. It's great to have so many success stories but sometimes, in particular for newer members of the team, is difficult to memorise all the information and probably end up not using it.


In our next weekly team meeting (today) we have kicked off the process and in the space of 10 minutes we came up with 6 examples which have been written and are ready to be used. We will continue to do this every week and in just a few months we'll have lots of client examples everyone can use.


If you are looking to increase conversion ratios take 10-15 minutes every week to think, write, share credibility statements. This will share knowledge within the team and create a stronger impact with prospects and clients.


Corina Balaneanu