New sales people sell on price until they work out what the value is. Many sales folk fail long before they work out the value, many sales folk will never work out the value in 15 lifetimes.

So when your company is soliciting new business, how do you give your prospects a true understanding of who you are? It’s hard to cut through the barriers of market place noise, competitor marketing, and misunderstandings to enable you to state your case “This is who we are and this why you should select us”.

This is our focus… efCorp has specialized in break through solutions to the most valuable two minutes in a business to business operation. The Golden Minutes: The minute you have to get in the door and the minute you have to sum up who you are and your offer. We have been focused on this for over 10 years.

How good are we? We have doubled the win rate for one client, from 40% to 80%+. Put another way: from $30m per year to $70m per year. Let’s be realistic… if you fail on any of the 7 P’s of business, you’ll fail as a business. The 7 P’s for most companies are sufficiently sound to double their business, what are the 7 P’s?

  1. Product
  2. Price
  3. Place
  4. Promotion
  5. Physical facilities
  6. Process
  7. Personnel

Anyone can articulate the gross outcome of your 7 P’s (your value proposition) in a 100 pages. Few people will read it and even fewer people will understand it. It takes specialist knowledge and skill to articulate your Value Proposition in a minute, we know this because we have seen time and time again how poorly good companies do it. Their failure is not due to lack of intellect, it’s because it’s a specialist field they have no experience in.

Every company we have been involved with has the identical client hierarchy. Their best clients understand them and they understand their best clients. Conversely the worst clients don’t understand the company and the company doesn’t understand their worst clients. Similar to a marriage: “Pick the right partner, life is great, pick the wrong partner and enjoy daily grief.”

If any of this strikes a cord with you and you would like to make the Golden Minutes better for your company, if you want to stop selling on price, if you want to win better clients, if you want to win more clients, give us a call, I know we can help.

Tools of the trade: We live in an electronic world, hence our company name efCorp is derived from our time in world development – Electronic Frontier and we are the Electronic Frontier Corporation - efCorp. We pioneer new territory. We develop and improve electronic tools to deliver compelling results from your message. Presentations, video, and other multi media: in short - Digital Media. The Golden Minutes are too valuable to put in the hands of individual sales people. Our tools give your company the ability to manage the Golden Minutes.

If you think your company could benefit from Video or Presentations to enhance your communication, and more importantly – your bottom line, give us a call, I know we can help.

“Pick the right partner, life is great, pick the wrong partner and enjoy daily grief.”