Getting Juiced Up, and Get Selling
I am at HostingCon 2009 this week. There is a resounding theme. Sales! Yes Sales. Not only the the kind of sales you are thinking of. i.e. Sell more Web Hosting services, sell more Value Added Services, and make more money. No, no. Sales of a much more important kind. The type of sales that I have been preaching about for years as an attendee at shows like this as well as a speaker. To preface this, I have never spoken at HostingCon. However, the mantra I am hearing above the “cloud” buzz is Sales, and it is about time. So, what kind of sales a are we discussing? It’s simple really, and that is; helping your small business customers sell more of their services. I say it is about time. There are companies out there that I have known for years that have had this mantra. But this year, this time, it is coming across in droves from sources I have not heard it from in the past.
Small businesses are don’t even know they are looking for a trusted adviser to help them sell more. They go about their business, making decisions, stocking shelves, showing up to service your needs, etc. The one thing they do want, however, no matter how busy, is to figure out how to sell more and grow their companies. Well, most of the small businesses I have ever dealt with have this philosophy, anyway.
The concept is simple, really, if you are selling to small businesses, you need to find out what their unique and growing needs are. It is different for every vertical market you are in, plumbers serve different needs from electricians, from the security company installing alarm systems for fire and other protection. If your product or service fills that need, and you can help the small business save and make more money selling to their end customer, then you have a client for life.
This is refreshing because this has been my mantra for years. More to come…
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