Free lunch and learn!
Tech Mash Up: Would you buy from you?
Of course you would. And this is where having blinders on can prove costly to your company.
You consider yourself a customer focused organization, confident that people should be lining up for your product or service. Perhaps the results are not what you want, or need, them to be. Today’s customers have access to an abundance of information on potential suppliers. Buyers can learn as much, or more, about you, than you can learn about them.
How can you improve your business development activities in this ever-changing buyer world? You must be able to present new ways to solve a customer challenge. This can be pricing, delivery terms, vendor managed inventory, product improvements, and a host of other factors. Providing such insights must be done to the correct buyer in an organization. And part of the differentiation is that you articulate what matters most to those buyers in a unique way.
Tim will describe the strategies that can help you answer “yes!” to this question:
· Who is your real customer?
· How do you obtain the market intelligence about them?
· Match what customers want with what you do?
· It’s not just about what you do – is there a fit?
· Define your customer-centric value proposition.
· Gain commitments to proceed.
This approach is designed to allow for situational selling. You must apply the strategies in the right order at the right time for your unique selling situation.