Stand,Out,Sell,More,Somany,tim marketing Stand Out to Sell More
Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie
Somany times salespeople and small business owners develop a sales process thatis more about system than about connection. In my estimation there are manyproblems with this. We are experiencing a hyper-competitive economy right now.That is not likely to change any time soon.Sowhat do we do? Rise to the occasion!Whenwe view sales as relationship building it changes our approach. Really gettingto know our clients and customers provides us with a leg up on the competition.When WE are the people helping our clients solve problems, we gain armoragainst invaders.Hereare some things we can all do to improve our business growth:1. Go DeepMake sure you get to know more than oneperson in the client organization. This helps to safeguard you against theperil of your contact leaving the company. This is something that happens allthe time. You build a great relationship with one person and suddenly you findout they are gone. Now what do you do? You start all over again. When you getto know more people within the client organization the impact is not as heavy.It also helps you find out if there are moreopportunities there for you. Some people only pay attention to what goes on intheir department. Knowing more people gives you the opportunity to learn moreabout the client, and uncover business you werent aware of.2. CareThis may sound strange but it holds a lot ofweight. When you care about the success of the client company you increase yourvalue to them. Meeting with them in person or on the phone just to talk andfind out how they are doing can work wonders for your business relationship.When you are doing this you can find out about other needs they have. Throughyour network you can provide your client with possible solutions to thoseneeds. Imagine how valuable you would become if you were your clients go toperson. Not only should you care about the company,but you should care about the people. Getting to know your contacts on a deeperlevel puts you in a position where they are more likely to tell you whatsreally going on. Once youve gained their trust they are less likely to vanishsuddenly. Moreover, these relationships help you know whats going on in theclients company. If things are heading south, you want to know. If they aregrowing, moving, changing, you want to know this as well.3. Go The Extra MileAre there added value items you could beproviding to your clients? Im sure there are and I suggest you find them. Thiseconomy has put us all in a position where our competition is aggressive. Wehave to differentiate ourselves to increase our value. Providing outstandingcustomer service, going above and beyond, reaching out to them instead ofwaiting for them to contact you, are all ways you can become more valuable toyour clients. If you are distant and appear uninterested, you are sending thewrong message. You are opening the door for your competition to come walkingin.If theres an extra service you can provide,one that doesnt cost you too much, do it. Studies have been done that suggestfree shipping is a motivator to buy. Its more of a motivator than adiscount. Understanding your client and providing them with something extramakes them feel valued.Werenot talking about anything extreme or expensive; just some simple, oldfashioned attention to your clients and their needs. It may take up some ofyour time but I ask you would you rather spend your time interacting withyour current clients, or seeking out new ones? Nurture the relationships youalready have. Give your clients another reason to keep you onboard. Youll findthey refer you more often as well.
Stand,Out,Sell,More,Somany,tim