Welcome back Fellow
Movers and Shakers! The date is July 16th, 2015.
Today’s Blog: “Taking
Market Share; Step 3 – Build Your Platform, and Ask for the Order”
Once you have an idea of
the market size (see April’s Blog), and you understand your competition (see
June’s Blog) it’s time to Build Your Platform (aka, Your Pitch!).
This step is where you
take the information you have gathered to 1. Identify the largest potential
opportunities, 2. Understand what your competition will (or will not do) to
secure business, and 3. What you and your company can and will do to make those
customers yours in your own unique way.
Taking Market Share is
not about price, but about value. Unless
you are a commodity, this is where you have the opportunity to highlight your
strengths and show how your soon-to-be client will benefit from working with
you.
Time for you to take all
the “Q & A” you’ve been doing, and find your own voice. This is not time to be shy or bashful, but be
ready to pat yourself on the back for the things you do well and “take
credit”! Customers need to be able to
justify making changes and this is where you give that information.
And most importantly. .
. .when you’re done explaining how you are a high value improvement for them. .
. . .then now is the time to “ask for the order”. If there’s hesitancy on their part, then ask
what is missing from what you’ve covered, or what you can do to help them make
the decision.
They’re on the ropes and
if you let them off, you may never get them back. Even if you don’t get the order at this
stage, you must have a plan to keep advancing the conversation to a logical
conclusion. . .you getting the business!
If your conclusion ends in a vague or unclear situation, then you should
either regroup, or move on.
My name is Bill
Miranda. I can help you develop World Class Customer Service
organizations, Marketing Strategies, and Dynamic Sales Strategies and
Tactics.
E-mail me for more
information, and a free telephone consultation.
Next Month: “Building
Strong Client Relationships”
Good information, Bill.
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