When I put my ear to the ground, and pay close attention to the posts in all of the Group discussions I belong to, it seems that there are two predominant schools of thought:
1: Don’t need any tools to enhance the sales process. My reputation is far superior to all of my competition, my sales and design skills are the best in the business, and I have as much business as I can handle. After all, if what I have is working so well, why should I change?
2: My business is growing. Each lead is precious, and after determining that I can work with a particular client, I am trying to offer the best service, which includes engaging them with good communication, sharing project ideas, and developing good project specs to the point where the project can be properly estimated.
I would be willing to guess that 90% of the our readers fall into #2? Thoughts?