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| Subject: Re: So what's the best way to sell? | |
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Author: Dennis S. Vogel |
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Date Posted: 21:32:08 04/12/02 Fri In reply to: Richard Dirck 's message, "So what's the best way to sell?" on 19:59:30 04/10/02 Wed Hi Richard, Thank you for participating. >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. I agree. Some people want to do business with the "under-dog." Some may not want to do business with big companies because when they call, they may end talking with somebody different everytime they call. Plus, some big companies do what's basically a bait-&-switch: They flaunt their well-known partners/associates, but then may assign a client's project to a new employee. This isn't bad in itself, except the client & the new employee may not have met. As a result, they may not be "on the same page." They could even be, in effect, in another book or library! There's definite merit in the "UN-" approach. Being an un-big company is only a problem if the staff & client let it be. >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. It's like playing pool, be sure the shot you're about to make sets up the ball for the next shot. Don't send the ball to other end of the table unless you have to. In other words, stay with a niche you (Imran) can specialize in/with. >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. Great idea. Then if a client wants to divulge what you done for them to your prospective clients, that will have more power. It will be them touting you instead of yourself. When the quality of your service is obvious, clients may want to refer you to related, but noncompetitive companies. That way they have a better chance of keeping you for themselves. You'll be too busy to help their competitors! Do what you can to become their competitive advantage. >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. What it seems you (Richard) expressed here is - You had to overcome the competition of big companies in your mind before you could do it in the prospects' minds. >Declare yourself different. Not cheaper... different. That's great psychology! Dennis S. Vogel When you compete against big businesses with big budgets you need powerful marketing strategies and tactics. You'll find them here- http://wz.com/business/SmallBizThriving.html http://www.thrivingbusiness.homestead.com [ Next Thread | Previous Thread | Next Message | Previous Message ] |
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