Increasing Sales with Customer Interaction PointsWritten by Justin Hitt, Strategic Relations Consultant, http://www.justinhitt.com/
Documenting and exploring communications you have with your customers can reveal opportunities for selling and educating them that may not have been apparent previously. It is important to understand terms that are being used here because they are critical to deriving more sales from each interaction. This will become clearer when we explore three key elements -- influencers, mediums, and expectations.
Customer interaction points represent any communications you have with your customer at any point in relationship. These points represent a system of selling and educational opportunities. When we talk about exploiting customer interaction points, we are specifically looking at employing greatest possible advantage for both customer and your organization – always seek increasing service and providing win-win situations.
Each customer interaction point gives your organization valuable information that helps tailor your services for customer while teaching them about ways to receive additional benefit. If you do not utilize this opportunity in every communication, you could be missing useful knowledge and future sales. The three key elements mentioned in first paragraph will make this statement clearer.
What You Should Know Before You Hire an Outside Business Development PartnerWritten by Justin Hitt, Strategic Relations Consultant, http://www.justinhitt.com/
If your company’s sales are lacking or you are reaching into a new market, outside business development staff could significantly improve your profits. They are cost effective, very profitable, and can easily expand your existing staff. One caution, before you hire this kind of service from anyone, consider these things to help you develop realistic expectations of what they will do for your company.
Outside business development people are not any faster than your existing staff, they are just more profitable because they focus on your strategic products.
They should enhance your existing staff, not replace them, over long term, your our people will continue sales to these new customers.
They work for you in best interest of target customer, do not be surprised if they take prospects side to create win-win situations for both of you.
They should be able to provide insights and have existing relationships in your industry, hands-on experience with your product is a plus while familiarity is necessary.