Last year we’ve lost over 200k in proposals.
I’ve felt beat down.
No one likes to lose.
It made me wonder what we are doing wrong.
Did we not communicate enough value up front?
Are we trying to help the wrong customers?
Are we providing them with more quality than their budget can handle.
The answer yes and we needed to do something about it.
We needed to make a shift for how we qualify leads.
And develop an entirely new process to make sure we are a good fit for each other.
But I never expected what would happen next.
Rather than working with customers that didn’t understand the value we could provide, we started working only with customers that did.
The results have been fantastic.
We now have more proposals pending with quality leads that understand the value we provide.
Through this process I’ve realized that the journey often doesn’t make any sense,
But being laser focused on who the right customers are for your company will have a tremendous impact on your business.
Without focus you will get distracted, you’ll waste time chasing worthless proposals and you’ll bang your head on the table when it all goes awry.
Your job is to figure out who the right customers are,
Then provided them with so much value that they don’t ever think about anyone else.
Dublite Productions is a Chicago video production company that creates content for some of the best brands in the world through video production, photography and graphic design.
