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The typical UK business start-up is underprepared for crucial pitch meetings, according to new research.
A recent study by marketing specialists theseed.com found that 58 per cent of managers often attended sales meetings without fully qualifying their business pitches.
Some 40 per cent also said they did not fully assess the budgets of potential new customers before they met with them.
This lack of preparation is likely to be a major reason why 70 per cent of meetings designed to generate new sales failed to produce real business.
Keir McConomy, managing director of The Seed, said: "In the current market SMEs have a range of techniques available to them for winning new business - everything from networking to pay-per-lead marketing solutions."
He continued: "The secret for all of them is to qualify the prospect properly and prepare a pitch that meets the brief.
"This will not only increase the chances of winning the business, but will save on time, money and effort in terms of attending the pitch."
Web services were found to be crucial as a means of attracting new business.
One-third of SMEs highlighted their online marketing presence as the most important element to maximise their growth, while over half said web marketing was the best technique to generate new business.
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