Let’s talk today about how to reach customers!
One thing that happens when we suffer from myopia is that we see well up close but not far away.
Often in sales, the same thing happens.
We are so focused on the day-to-day that we don’t think in the medium and long term.
Now, what is the main problem with this situation?
One of the situations we find daily with the companies we work with is that they drift a little bit according to the current flow that takes them.
Rather than control the situation, companies drift according to the business or, let’s say, the fish their vendors catch.
The problem with this approach is that in terms of commercial management, we can rarely have control over the forecasts we have on the table from the vendors.
One of the ways to overcome this situation is to take control of our commercial activity and have clear strategies for capturing market opportunities.
Many times it is about moving from the hunter’s posture to the farmer’s posture.
In other words, planting strategies to enable commercial value, through which our customers come into contact with our products and services.
You may be thinking, but doesn’t planting and waiting for that to grow to take a long time?
Usually, it does.
But what we have to understand is that these are complementary strategies in business terms.
In the case of Results Driven the strategies are so successful that we rarely need to use the traditional “hunting” method.
But that is our case. In clients we work with, we often successfully set up the two strategies in parallel.
Think with me: which would you prefer?
The traditional process?
Prospecting, meeting, proposal, negotiation, closing?
With success it may or may not have?
With the disadvantages of the client not having had any contact with us?
In other words, the proposal will suffer from this when closing the deal.
Or would you prefer that the customer could discover you on the web, at a free event of his interest, or on social networks, start receiving information from you because he wants it? Then, after some time, if there is an opportunity in his company, there will be a chance for you to help him, and maybe he will establish contact.
Which of the two situations do you think would be more successful?
Well, I personally prefer the 2nd, but that’s just me, and I think that as a company that acts this way, we haven’t done poorly.
In your company’s case, it would make sense to give this some thought.
Typically, the Commercial Department should look at these issues in conjunction with the Marketing Department.
But usually, Sales Directors or Heads of Sales are unaware of these issues. So if you don’t think so, here is how we can help you.
If you think your company suffers from this problem, make an appointment now so that we can see together what can be done to help your company in this area.
Request more information: firstname.lastname@example.org
Also published on Medium.