Tuesday, April 28, 2009

Do You Stand Out From Your Competition?

It's a simple question. What do you do to differentiate yourself from your competitors? However, many of us do not want to do all that is necessary to set ourselves apart from the masses.

One of the ways to stand out is to do what so many in sales and marketing do not do. Add the personal touch to your sales and marketing regime. A personal greeting card, in your own handwriting, mailed, not electronic, is a great way to let a client, a prospect, a former customer know that they are important to you and your business. Say thank you for their time, their interest in your product, a referral to a new client. Remind them that it is the anniversary of your business relationship and thank them for their loyalty. Add photos of your products to introduce a new line. Use photos of your client on a card - they will never throw it away!

I do this using SendOutCards and you can, too. If you are interested in creative ways to enhance your marketing program and sales efforts with this simple system, contact me at your convenience.

Tuesday, March 17, 2009

What is Value?

Value is determined by the client/customer, being certain that you hear their needs and wants and then meeting and even exceeding those with your product or service.

I also believe that it is essential in this current economic environment to be certain that the customer/client perceives that they are receiving VALUE ADDED products or services. People and companies are being extremely vigilant when spending their dollars, so they not only expect the best/most for their money, they want to know that they are appreciated for their confidence in your company, expressed by buying what you are selling. Follow up customer care is as important as treatment during the sale. Bad customer service can negate all those sales efforts and eliminate any future referrals.

And please, say "Thank You for Your business" in whatever way you see fit.

Friday, February 20, 2009

Seven Words Can Change a Culture

"We've NEVER done it that way before." For most companies when these words are spoken what is implied is "why should we try something different?" This is the sign of a corporate culture that is stuck in a deep rut. When I work I prefer to appoach every situation by reviewing what has been done and how it has been done, asking "how is that working?" Even when something is successful improvement can always be made. If business is lagging, obviously whatever has worked in the past is no longer effective. It is time to say "We've never done it THAT way before" and try something new.

Monday, February 9, 2009

In Sales Management, Focus on Their Strengths

When training and mentoring groups of sales reps, the wise Sales Manager draws upon the strengths of each individual. Sales, like so many other skills, is not "One size fits all." Each person on the sales team approaches their profession differently and will take the same information and apply it uniquely. As Sales Manager to a team, it is essential to learn how each member of that team performs best - what motivates them, what excites them about their work - and help them to focus on those features of their own personality which will enhance their personal success.