So what's the best way to sell? -- Small Businesses Discussion Forum

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Subject: So what's the best way to sell?

Author:
Richard Dirck

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Date Posted: 19:59:30 04/10/02 Wed

You shouldn't be in competition with the Big Companies. What you should be doing is Selling your prospective customer on the idea that you are Not a big company. If you can deliver the same product as the Big Boys, but you are more nimble and easier to reach... you will already have the prospect's ear.

If the only issue you are struggling with is trying to communicate the quality of your work, then you will need to work the next sale through any current clients. Tell your current clients that you are having trouble making sales due the non-disclosure (That you strictly honor) and you will be amazed at how many referrals will fall into your lap. If you are providing good service to current customers, they will bend over backwards to help you grow. Before you know it... you will be one of the Big Boys that some other upstart is trying to compete against.

I compete with the major players on a daily basis. In the beginning I kept losing because I was trying to compete with their abilities. Then I realized that I could do hundreds of things that a top heavy corporation couldn't and Wham! I beat them at every turn.

Declare yourself different. Not cheaper... different.

I hope I've said something that helps.

Richard Dirck
VP Sales & Marketing
American Adaptive Cable, Inc.

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Replies:

Subject	Author	Date
Re: So what's the best way to sell?	Dennis S. Vogel	21:32:08 04/12/02 Fri