You can separate yourself from competition by taking your game up a notch. How? Learn about your customers’ customers.
Start with your direct customer’s perspective
What is your customer tracking regarding their customers? A few ideas:
Business trends
Competitive pressure
Cybersecurity
Other challenges
Identify the “ripple effect”
What is the “ripple effect” of significant changes at your customers’ customers?
What happens when there is a large increase/decrease in demand?
How does your direct customer need to respond?
How might that create opportunity for you?
An example...let’s say you provide accounting services for small manufacturers. If some of these small manufacturers’ customers grow dramatically, your customer is going to grow. This could drive the need for additional planning and assistance.
Challenge yourself
Detecting trends early can position you to get a jump on competition and position your company for new opportunities. Information regarding trends at your customer’s customers may not be hard to obtain. Challenge yourself to be more curious…ask your key contacts to provide guidance.
Your direct customer will see you differently
Turn yourself into a business partner instead of being one of the “vendors”. When you understand what is happening at your customer’s customers and how that impacts your direct customer, your conversations will change…for the better!
Marc Kitz, Sales Coach
860-836-8979
Checkout my Sales Coaching blog - https://marckitz.com/
Schedule some time - https://calendly.com/marc-kitz-sales-coach/25min
Comentarios