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Will You Add? - Don't Buy it Back
Every industry has an association and for the most part it seems that it would be valuable for business person to join that association. The theory here being that there is safety in numbers and when you consider the siz
Apparently, my co-worker disagreed.
So I watched in shock as he launched into a pr
One of the biggest new marketing tools that has come along in the recent years has been youtube, and many people having capitalized on its potential. Youtube is consistently a top trafficked site on the internet and allo
I decided to let him lead the conversation with the customer as I was hoping to learn something from his approach.
At the beginning of the call, we re-introduced ourselves to the (current) customer, and as soon as the pleasantries were out of the way, the customer provided us with his wish list. He simply wanted us to prove that our product could meet his production needs and he would sign an order.
Internally, I was quite excited as he was considering one of our biggest products.
Fast forward to what I thought was the end of the meeting and, as expected, the customer worked with us in setting the agenda for our next visit. I personally felt it was time to bring the call to a close.
Apparently, my co-worker disagreed.
So I watched in shock as he launched into a pre
There are two kinds of customer service we all experience occasionally, outstanding customer service, and bad customer service. What we experience most of the time is mediocre customer service.Mediocre is a strong
At the beginning of the call, we re-introduced ourselves to the (current) customer, and as soon as the pleasantries were out of the way, the customer provided us with his wish list. He simply wanted us to prove that our product could meet his production needs and he would sign an order.
Internally, I was quite excited as he was considering one of our biggest products.
Fast forward to what I thought was the end of the meeting and, as expected, the customer worked with us in setting the agenda for our next visit. I personally felt it was time to bring the call to a close.
Apparently, my co-worker disagreed.
So I watched in shock as he launched into a pr
When it comes to trade show booths – to rent or not to rent –that is the question that can perplex many an exhibitor.The industry rule of thumb is that if you’re going to use the same trade show exhibit three times
Internally, I was quite excited as he was considering one of our biggest products.
Fast forward to what I thought was the end of the meeting and, as expected, the customer worked with us in setting the agenda for our next visit. I personally felt it was time to bring the call to a close.
Apparently, my co-worker disagreed.
So I watched in shock as he launched into a pr
Know your customer, know your customer, know your customer. Three very important rules of business. But let me ask you this: How well do your customers know YOU?Sam Walton, founder of Wal-Mart, asked himself this
Fast forward to what I thought was the end of the meeting and, as expected, the customer worked with us in setting the agenda for our next visit. I personally felt it was time to bring the call to a close.
Apparently, my co-worker disagreed.
So I watched in shock as he launched into a pr
If your business is to both grow and be resilient in the face of whatever might come around the corner in the future continual prospecting for new customers is simply essential. The conventional wisdom is that every busin
Apparently, my co-worker disagreed.
So I watched in shock as he launched into a presentation that started with “let me tell you a little bit more about our company and the product you’re considering”. Again, this was a long standing customer that already knew more then a "little bit" about our company and the product.
In fact, the customer’s only real request was that we bring the product on-site for a short trial, and assuming all went well, he would sign the agreement immediately.
Therefore, nothing could be gained by such a presentation (other then him discovering a reason not to acquire the product).
Before long, the customer slammed his hand down on the desk and reiterated that he wanted to buy from us, and did not feel the need to be re-sold.
Which brings me to my central point: Find a home for your product or ser
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