My business operates without me. But it doesn’t grow without me. Any advice as I look to build a sales team and process that can scale while selling a fairly complex service? So that it can both grow and operate without me?
I'd recommend exploring a non-sales-team approach. If you've been successful at doing it so far, you could likely create a network of channel partners & affiliates to meet your needs. It does not work all the time—but when it does, I think it’s really, really nice to avoid starting & scaling a sales team.
There are companies that are basically mercenary sales teams which may be interesting to try. I never tried them because I worry it would devalue our brand, but could be worth exploring. I just really think setting up (and often failing, as I did) and building a sales force is expensive! So I like to avoid it if possible.
How can I communicate a necessary price increase to a long-term client without losing their business?
Implement a gradual price increase strategy, such as a “loyalty discount” where the increase is phased in over multiple years to ease the transition while ensuring long-term retention.
Reframe the relationship from vendor to partner by better understanding their needs and engaging in a discussion about price increases as part of a long-term collaboration.
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