Are
Your Sales Methods Effective?
Fine
in the Past. Call it FIP. It refers to all the sales and
marketing efforts, ideas, policies, principles, techniques,
and strategies that worked well in the past, but are no
longer effective.
Because
there's so much churn in the marketplace and competition
is fierce, the kinds of service and quality that were
sufficient to distinguish you from your competition in
the past -- quality workmanship, competitive prices and
good service -- are no longer sufficient.
Outstanding Levels Of Service
Your customers expect outstanding levels of service and
quality. What was sufficient a few years ago is still
necessary today, but no longer sufficient.
Reliance on quality service and word-of-mouth marketing
is a FIP principle.
When viewed from the perspective of effective sales and
marketing approaches, these principles are passive. They
rely on customer's coming to you, recognizing the superiority
of your product or service, and then talking about you
to others.
Your job is to create an attractive operation that will
pull customers to you and then keep them coming back.
Don't Rely On Passive Marketing
When everyone operated in similar fashion that was FIP.
But when more and more competitors appear, and they make
the same claims as you do, your reliance on passive marketing
methods relegates you to second choice.
The economic landscape is littered with the remains of
businesses that were excellent in providing product or
service, but mediocre in selling it.
If this applies to you, it's time to rethink your position
and move your sales and marketing efforts into the 21st
Century.
Source:
Dave
Kahle is a world-class speaker who has presented in
41 states and six countries.
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