Personal differentiation- what’s the Value, You get to the table

differentiation, differentiation, Habits, Positioning, Sales

In any relationship and more so in sales, it’s the value that you bring to the other side which makes people want to be connected to you.

When you are doing marketing, the agenda is to create a relationship between the company’s product and the customer. But when you are in sales, it is all about the personal brand of YOU.

That brand of You gets created with the Value you bring to the table specifically. If the prospect does not find you knowledgeable on different aspects of his business and requirements, he will consider you a waste of time. So even though you may have the best product or service in the market, they will not buy from You.

As a sales person today, its table stakes to get to know about the person you’re meeting, about their business, industry challenges, regulations etc.

You also need to be able to challenge the assumptions that the customer is making and showcase the same to them. Most professional customers today like to interact with equals. When you create a differentiation with Value, you become the trusted advisor. That’s how you also improve your personal “positioning” in the market.

Gone are the days when salesmen could just wing a conversation about the weather, the photo frame in the customer’s office etc.

Its getting more and more difficult to get an appointment with a customer for a meeting these days. Get better prepared, figure out Why should the customer even talk to you. That “Why” will then help you create your Value.

Till next time then, create your own differentiation with the Value you bring to the table.

Carpe Diem!!

Personal differentiation

B2B, differentiation, Marketing, Positioning, relationships

This post was actually starting with nothing to write about. Suddenly a thought flashed across my mind.

I keep talking about continually marketing to your prospects and customers in the B2B space. It can be with your own products or with your partners’. But be in touch always.

But you need not always be making offers to your prospects or giving them more information.

Sometimes just a hand written thank you makes a more personal statement. In B2B selling, in most cases still, you need to have a relationship in place before you can sell anything.

As Mark McCormack used to say – all things being equal people buy from friends . If you have not read his book What they don’t teach at Harvard Business School and its sequel….they are gems. So much wisdom in such small reads

Which brings me to another thing which I have found useful to give, is a non-standard gift. Copies of paintings, books etc.

Sometimes your product has differentiation which is very unique. In most cases in technology marketing its rare. You create your personal differentiation in front of the customer by doing these small things

Some organizations do have a amount on the value of gifts that are considered inappropriate. You need to be cognizant to that. But within that you can be creative and give gifts which have a high recall value….sometimes much much higher than what your marketing webinar would give.

In B2B especially and otherwise also relationships matter. So keep working on that.

Till next time then.

Carpe Diem!!!