Strategic Edge Series -Feb 2012
Resource Marketing
Resource marketing is the best way to grow your business. Market studies reveal a crucial marketing component for all sizes of companies to be competitive. It is Resource Marketing – the process of partnering with your existing relationships beyond levels of past markets.
Partnering or co-marketing is not a new concept but the formal structuring and depth of it now are. It must expand to all your up-stream suppliers, to horizontal peers you once viewed as competitors, your down-stream customers, vendors that service your business, trade groups associated with your industry that you never researched and many more. This technique is not complicated but it does require discipline, patience and a teamwork attitude to pull it off. Try it.
Selling to Buying Signals With Customers
Improving this area can help close more sales but we must understand how buying signals differ from customer objections. The two can seem identical to the untrained salesperson. They are different and both need unique handling to win the sale.
Buying signal sample; “I really like your product a lot but I don’t think I can afford it” Customer objection sample, “Your price is too high!”
Buying signals resemble customers trying to sell themselves into ‘buying’ or trying to ask you to help them through the decision. Objections are pure disagreements or direct attacks on the facts of the presentation. Buying signals need finessing. Objections instead require the sales person to reverse the dialogue and learn what information did not exchange effectively over to the customer. If you listen closely, you can separate and handle both. Try it.
The Secret to Great Employees
Grow them into higher achievement and stop trying to simply hire them as the finished product. The one characteristic of great hiring systems is their priority to target the appropriate capacities and attitudes in candidates as the most important goal. Those two areas are the critical ingredients for organic growing of over achieving employees.
Too often, employers aim their hiring for ‘already- packaged- ideal’ employees. That is a setup for disappointment and employee turnover. Companies with over-achieving teams tend to hire people for what they can become rather than only what they presently are. When hiring, try it.
Viscon Services in partnership with Vision Quest Distributing offers comprehensive business development services designed to help you grow your business. Contact us to learn how your company and your employees can benefit from our programs. www.visconservices.com
