Comments for BUSINESS DEVELOPMENT EXPERT http://businessdevelopmentexpert.net incorporating Ian Farmer's SALES EXPERT blog ......helping you find, win and keep new B2B customers Thu, 07 Jan 2010 03:38:44 -0600 http://wordpress.org/?v=2.8.4 hourly 1 Comment on So, your prospect wants a “partnership”? by No. 19 – Explaining what YOU mean by partnership | BUSINESS DEVELOPMENT EXPERT http://businessdevelopmentexpert.net/2009/06/so-your-prospect-wants-a-partnership/comment-page-1/#comment-106 No. 19 – Explaining what YOU mean by partnership | BUSINESS DEVELOPMENT EXPERT Thu, 07 Jan 2010 03:38:44 +0000 http://businessdevelopmentexpert.net/?p=224#comment-106 [...] Prospects and customers frequently say they want “a partnership, not just a supplier – customer relationship”.  How often is this just code for “we want preferential pricing”?  When the customer says the magic word partnership, ask them what they mean by a partnership.  Then tell them what you mean!  In partnership both parties share reward, risk, accountability and philosophy.  Develop a short pitch about what you mean by a partnership and watch your relationship really develop as the cutomer moves away from a debate on price to a dialogue about value.  For help developing your “partnership pitch” see my blog. [...] [...] Prospects and customers frequently say they want “a partnership, not just a supplier – customer relationship”.  How often is this just code for “we want preferential pricing”?  When the customer says the magic word partnership, ask them what they mean by a partnership.  Then tell them what you mean!  In partnership both parties share reward, risk, accountability and philosophy.  Develop a short pitch about what you mean by a partnership and watch your relationship really develop as the cutomer moves away from a debate on price to a dialogue about value.  For help developing your “partnership pitch” see my blog. [...]

]]> Comment on No. 17 – Telephone Techniques – Reaching Decision Makers by A Fitzpatrick http://businessdevelopmentexpert.net/2009/08/winning-new-clients-tip-of-the-week-no-17/comment-page-1/#comment-78 A Fitzpatrick Tue, 11 Aug 2009 20:25:23 +0000 http://businessdevelopmentexpert.net/2009/08/winning-new-clients-tip-of-the-week-no-17/#comment-78 Good tips Ian! I especially like #2. Good tips Ian! I especially like #2.

]]> Comment on No. 5 – ARE YOU REALLY SELLING VALUE OR JUST BOMBARDING YOUR CUSTOMER WITH MEANINGLESS FEATURES? by Ian Farmer http://businessdevelopmentexpert.net/2009/02/winning-new-clients-tip-of-the-week-no-5/comment-page-1/#comment-77 Ian Farmer Sat, 14 Feb 2009 11:32:00 +0000 http://businessdevelopmentexpert.net/2009/02/winning-new-clients-tip-of-the-week-no-5/#comment-77 Good point Jamesey. We tend to talk feature, function, benefit. You could define a benefit as some thing that is "advantageous" or "of advantage". Then the sales person explains the feature and function (advantage) and they think they have explained the benefit when they haven't. Then as you point out the customer does not see what's in it for them. There is a simple way to avoid this. Explain the feature / function (advantage) / benefit and then explain (using this phrase) ".....and this means to YOU", if you are not doing this you are not selling benefits that the customer wants. I like the way you explained it. Good point Jamesey. We tend to talk feature, function, benefit. You could define a benefit as some thing that is “advantageous” or “of advantage”. Then the sales person explains the feature and function (advantage) and they think they have explained the benefit when they haven’t. Then as you point out the customer does not see what’s in it for them. There is a simple way to avoid this. Explain the feature / function (advantage) / benefit and then explain (using this phrase) “…..and this means to YOU”, if you are not doing this you are not selling benefits that the customer wants. I like the way you explained it.

]]> Comment on No. 5 – ARE YOU REALLY SELLING VALUE OR JUST BOMBARDING YOUR CUSTOMER WITH MEANINGLESS FEATURES? by Jamesey http://businessdevelopmentexpert.net/2009/02/winning-new-clients-tip-of-the-week-no-5/comment-page-1/#comment-76 Jamesey Fri, 13 Feb 2009 23:19:00 +0000 http://businessdevelopmentexpert.net/2009/02/winning-new-clients-tip-of-the-week-no-5/#comment-76 Ian, I believe the Feature and Benefit belief has a third stage:<br/>ADVANTAGE, it is true that each customer may place a value on a feature that is of benefit to them, hence it becomes a benefit. It is also true that a good salesperson identifies an unperceived issue for the customer to obtain the customers agreement that it is now a perceived issue. This new perceived issue can unlock the middle point: Feature/ADVANTAGE/Benefit. The advantage stage is the value a client puts on a feature to calculate if it will ever become a benefit. If the salesperson does not SPIN the customer correctly and cover all the bases, then the ADVANTAGE reverts back to being a feature and not a benefit and makes the sale more difficult.<br/>Stu James Ian, I believe the Feature and Benefit belief has a third stage:
ADVANTAGE, it is true that each customer may place a value on a feature that is of benefit to them, hence it becomes a benefit. It is also true that a good salesperson identifies an unperceived issue for the customer to obtain the customers agreement that it is now a perceived issue. This new perceived issue can unlock the middle point: Feature/ADVANTAGE/Benefit. The advantage stage is the value a client puts on a feature to calculate if it will ever become a benefit. If the salesperson does not SPIN the customer correctly and cover all the bases, then the ADVANTAGE reverts back to being a feature and not a benefit and makes the sale more difficult.
Stu James

]]> Comment on No. 2 – DON’T INTRODUCE COST AS A PROBLEM! by Ian Farmer http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/comment-page-1/#comment-75 Ian Farmer Tue, 10 Feb 2009 17:54:00 +0000 http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/#comment-75 Hi there Gemin-i.org<br/><br/>Dont forget in any market you get what you pay for.<br/><br/>Also beware of "trainers", "advisors", "consultants", "coaches" who in the current climate are really just people who are between jobs.<br/><br/>All credit to them for trying to earn a living but at the end of the day, if you need help you need a pro.<br/><br/>Ian Hi there Gemin-i.org

Dont forget in any market you get what you pay for.

Also beware of “trainers”, “advisors”, “consultants”, “coaches” who in the current climate are really just people who are between jobs.

All credit to them for trying to earn a living but at the end of the day, if you need help you need a pro.

Ian

]]> Comment on Marketing dinosaur? by Ian Farmer http://businessdevelopmentexpert.net/2009/01/marketing-dinosaur/comment-page-1/#comment-74 Ian Farmer Tue, 10 Feb 2009 14:53:00 +0000 http://businessdevelopmentexpert.net/2009/01/marketing-dinosaur/#comment-74 I am a relcutant social networker. I am using Facebook, if I am honest to post messages about my blog and to find old contacts. I put the minimum I can on Facebook, BUT an old client has found me! I may get some business, I may not but without Facebook we may not have linked up.<br/><br/>Perhaps you keep your Faceboook profile to a minimum, only post business stuff?<br/><br/>Is twitter going the same way? All afternoon yesterday Simon Mayo on five live was on about twitter http://www.bbc.co.uk/fivelive/programmes/mayo.shtml<br/><br/>I am also blogging at http://www.customerflypaper.com/category/the-best-damn-sales-blog I am a relcutant social networker. I am using Facebook, if I am honest to post messages about my blog and to find old contacts. I put the minimum I can on Facebook, BUT an old client has found me! I may get some business, I may not but without Facebook we may not have linked up.

Perhaps you keep your Faceboook profile to a minimum, only post business stuff?

Is twitter going the same way? All afternoon yesterday Simon Mayo on five live was on about twitter http://www.bbc.co.uk/fivelive/programmes/mayo.shtml

I am also blogging at http://www.customerflypaper.com/category/the-best-damn-sales-blog

]]> Comment on Marketing dinosaur? by Mark http://businessdevelopmentexpert.net/2009/01/marketing-dinosaur/comment-page-1/#comment-73 Mark Tue, 10 Feb 2009 12:27:00 +0000 http://businessdevelopmentexpert.net/2009/01/marketing-dinosaur/#comment-73 As with all content, it has to be relevant to the audience. Are my work colleagues and contacts really interested in the fact I went to cinema on Saturday night to see the latest movie? Do my real friends and family want tips on how to close a large sale or negotiate a complex deal? Keep them separate and don't add work contacts to your network of friends, it will only tarnish the professional aura you have taken years to cultivate! As with all content, it has to be relevant to the audience. Are my work colleagues and contacts really interested in the fact I went to cinema on Saturday night to see the latest movie? Do my real friends and family want tips on how to close a large sale or negotiate a complex deal? Keep them separate and don’t add work contacts to your network of friends, it will only tarnish the professional aura you have taken years to cultivate!

]]> Comment on Marketing dinosaur? by Gemin-i.org http://businessdevelopmentexpert.net/2009/01/marketing-dinosaur/comment-page-1/#comment-72 Gemin-i.org Thu, 29 Jan 2009 11:39:00 +0000 http://businessdevelopmentexpert.net/2009/01/marketing-dinosaur/#comment-72 Yes, proceed with caution in terms of social networking. Only this week in the headlines was an article about employers banning employees from using social networks as they're becoming addicted. It makes sense to seek expert advice on how to use social network sites in a way that doesn't end up costing more than the ROI. Yes, proceed with caution in terms of social networking. Only this week in the headlines was an article about employers banning employees from using social networks as they’re becoming addicted. It makes sense to seek expert advice on how to use social network sites in a way that doesn’t end up costing more than the ROI.

]]> Comment on No. 2 – DON’T INTRODUCE COST AS A PROBLEM! by Gemin-i.org http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/comment-page-1/#comment-71 Gemin-i.org Thu, 29 Jan 2009 11:34:00 +0000 http://businessdevelopmentexpert.net/2009/01/winning-new-clients-tip-of-the-week-no-2-2/#comment-71 This is a great time to pick off consultants that were an expensive luxury for companies pre-credit crunch for a fraction of their usual price tag who are fantastically well connected and can get you in front of the people who decide the big deals. Now more than ever it's the relationship economy! This is a great time to pick off consultants that were an expensive luxury for companies pre-credit crunch for a fraction of their usual price tag who are fantastically well connected and can get you in front of the people who decide the big deals. Now more than ever it’s the relationship economy!

]]> Comment on Marketing dinosaur? by SuJo http://businessdevelopmentexpert.net/2009/01/marketing-dinosaur/comment-page-1/#comment-70 SuJo Tue, 27 Jan 2009 08:27:00 +0000 http://businessdevelopmentexpert.net/2009/01/marketing-dinosaur/#comment-70 Agree - it's time to leave the communications cocoon & be a social butterfly... but I am keen to keep my social networks distinct. I've had a few Facebook requests, for example, from purely commercial contacts over the past months and am reluctant to expose my business colleagues to the network in which my kids and their pals post utter tosh & trivia onto their communal 'walls'. Am I hopelessly naive to believe that I can build and sustain a virtual Chinese wall in this new social networking era? Agree – it's time to leave the communications cocoon & be a social butterfly… but I am keen to keep my social networks distinct. I've had a few Facebook requests, for example, from purely commercial contacts over the past months and am reluctant to expose my business colleagues to the network in which my kids and their pals post utter tosh & trivia onto their communal 'walls'. Am I hopelessly naive to believe that I can build and sustain a virtual Chinese wall in this new social networking era?

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