Make Your Own Choices
I hear from owners and reps each day discussing how tough this business has become. The economy, healthcare costs, cheap pricing, not enough good people to hire and the way technology has changed the business. Yes indeed, these are real world issues with no simple answers.
The other owners and reps I hear from talk about their sales increasing year to year, new prospect appointments and presentations and landing new business. This second group also talks about lead generation and marketing, how selling costs are an investment in their business and how they have migrated to selling ideas and solutions to client problems vs. looking for that next quote to bid on.
What’s different between the second group and the first one? Some observations:
- There’s a plan for growth in place.
- They have convinced their clients that they are the best resource to help them.
- They have a relevant and meaningful value proposition that helps position them to prospects who are considering a change in suppliers.
- The second group are creative thinkers, more client centric than product centric.
- They view themselves as a valuable client resource and manage their time and efforts accordingly.
- Finally, they focus on what they can do vs. what they can’t do.
Equipment, staffing and resources are certainly an important part of any company’s success today. What is even more important though is our outlook on the market, our potential, our deliverables and how we are able to tie that into our client needs and expectations.