the,Relationship,Stupid,Rememb marketing Its the Relationship Stupid
Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie
Remember when it wasthe economy stupid? Well, in sales its the relationship. Too many smallbusiness owners and salespeople are out there making promises they have nointention of keeping. Theyre asking for favors from strangers; theyreexpecting others to sell for them. None of this is good. And in todayscompetitive economy, its disastrous. As we enter into anew year, take heed. Those who are going to survive and thrive in 2012 are thebusiness owners and salespeople who are building and nurturing realrelationships. Many of you are reading this and saying Well, duh! Before you go offassuming you are on top of this, think through your relationships with yourclients, referral partners, connections, and associates. Are you promising whatyou arent delivering? Are you meeting someone and jumping into bed with thembefore you know their name (metaphorically)? Sometimes we get so used to whatwe are doing that we dont take the time to make sure we are building realrelationships. I know a woman wholives here in Cleveland. When her dog got sick she almost drove to her oldveterinarian in Chicago. Thats how well the vet had built a relationship withher. She trusted him beyond all reason; to the point of a 5 hour drive! I know an insuranceagent who made the claim that she reviews her clients policies on an annualbasis and then discusses those policies with them. Thats a great promise sinceso many agents sell the policy and then move on. The problem is that shedoesnt follow through with that promise. She therefore, is worse than the oneswho dont make the promise at all. At least you dont have an expectation ofthem. Decide how you wantto do business; what you want to be known for. Then make sure you embody thatperson. Its a competitive landscape out there. We all need to identify ourdifferentiator. Once we choose it, we have to follow through with it. You domore damage to your success by failing to deliver than you do by not offering apromise at all. It really is therelationship, stupid. As we enter a new year with new possibilities, how willyou handle them? How will you nurture them and care for them? Most importantly,how will you make sure you deliver on your promises?
the,Relationship,Stupid,Rememb