Creating or expanding business relationships is not about selling – it’s about establishing trust, rapport, and value creation without selling. Call me crazy, but I don’t want to talk to someone who wants to manage my account, develop my business, or engineer my sale. I want to communicate with someone who desires to fulfill my needs or solve my problems. Any organization that still has “sales” titles on their org charts and business cards is living in another time and place, while attempting to do business in a world that’s already passed them by.
Engage me, communicate with me, add value to my business, solve my problems, create opportunity for me, educate me, inform me, but don’t try and sell me – it won’t work. An attempt to sell me insults my intelligence and wastes my time. Think about it; do you like to be sold? News flash – nobody does. Now ask yourself this question, do you like to be helped? Most reasonable people do. The difference between the two positions while subtle, is very meaningful.
The traditional practice of sales as a business discipline has become at best ineffective, and in many cases flat out obsolete. You see, good business practices are not static. Stale methodologies and disciplines simply die a slow and very painful death, and it is my contention the overwhelming majority of sales processes I see in today’s marketplace are just that – stale.
The problem with many sales organizations is they still operate with the same principles and techniques they were using in the 60′s, 70’s and 80’s. While the technology supporting sales process have clearly evolved, the traditional sales strategies proffered by sales gurus 20 or 30 years ago have not kept pace with market needs. They are not nearly as effective as they once were, and as I’ve alluded to, in most cases they are obsolete.
One action a business man needs to take is to brand his Brand. A product will sometime come to its end. But a strong brand is timeless.
There are Companies out there which are dealing with the procedure of Branding and they can help you.
Hire a branding professional agency and ask them to create for you all elements of your organisation to go with your brand identity.
They will evaluate and propose the designs for a strong brand.
They will create your Mission statement.
They will create a timetable and calendar for the outreach, including press releases.
They will guide you to all the procedures needed to communicate the message to the market, in a correct way.
Overall they will evaluate the current situation of your brand, and they will guide you to all the correct procedures and take your company to the next level. You have to have in mind that the only solution you have to build a longterm succesful business is to create a strong brand identity. Then advertisements will work for you.
Last Updated on Sunday, 29 April 2012 06:58
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“The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.”
Peter F. Drucker
Last Updated on Monday, 20 February 2012 17:22
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Last Updated on Wednesday, 08 February 2012 12:16
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Branding is all about creating cultures. It is not simply a logo or an advertising campaign. Brand is a culture between you and the market.
When we talk about branding we are mentioning something different than the word "Brand". A brand is the name of the company, but branding is the creation of a culture with its people living for it and don't live without. This way you build a strong team of people who are supporting you, and giving you a free advertising time.
Last Updated on Tuesday, 24 January 2012 11:42
Hits: 146
Last Updated on Monday, 16 January 2012 12:29
Hits: 132
