Make sure your company’s business planning and investments reflect your customer’s most desired deliverables. Don’t be overly focused on new product features or things you think are important if your customers don’t value those same things. We have seen too many companies offer innovations “because they could” when the customer didn’t value them at all. …
7 Steps to Avoid “Head in the Sand” Syndrome Meaning: Refuse to confront or acknowledge a problem(from the Phrasefinder website): Origin: “… The notion is that the supposedly dumb ostrich believes that if it can’t see its attacker then the attacker can’t see it. Competitive Disadvantages: How hard is your competition attacking you? Do you…
Clearwater is mirroring the national surge of female entrepreneurs, which shows that one of every ten US women is now starting or running a new business. (1) Jayme MacCullough is a local example. After spending more than a decade as part owner of the family business, MacCullough – a mother of five — is now…
Nothing grabs the attention of prospective customers quicker than showing them how much money, time and effort they can save by doing business with you. But, it’s up to you to quantify those savings. Make a list of your actions/products/services that make your customers’ job easier and more profitable. Perhaps you provide free employee training….
We often ask company leaders to evaluate the quality of messaging on their website, and it’s surprising how often the reaction is similar – embarrassed laughter, followed by a quick retort, “we know our website needs help.” Today, most company sites are professionally produced, so they look and flow well. Yet, no one likes their…
Office Depot is a company in search of itself. New chief executive Roland Smith said the nation’s No. 2 office-supply retailer needs to develop what’s known as a “unique selling proposition” — a way to set itself apart from competitors that include Staples, Amazon and Costco. Speaking with analysts last week, the former Wendy’s CEO…
Ft. Lauderdale, FL, June 3, 2014 – Jaynie L. Smith is the newest inductee into the Florida Highway Patrol Advisory Council. Smith is the author of Creating Competitive Advantage and Relevant Selling, the CEO of Smart Advantage, Inc., and an internationally recognized keynote speaker. The Florida Highway Patrol Advisory Council is an organization comprised of…
All kinds of companies, ranging from the tiniest start-ups to the largest global organizations, have prospect and customer variations. While some sales professionals consider all sales targets homogeneous, here is a way of thinking about customers. Customers can be: • Brand new – just came on board so you’re in the honeymoon stage with them….
The new buzz words are “content marketing” and/or “content messaging”. I know there are magazines touting its importance, and articles galore attempting to explain it, yet, when someone identifies what they think represents good content, the content seems to have a “ditto” feel to it. Each year, we are exposed to scores of different industries….
So many companies do and it cost sales each day. Let me explain: There are so many things a customer expects from you in their business encounters. Often that which is most valued is taken for granted by the company who delivers it when trying to reel in the customer. When asked, “What is the…
