Growing Your Business In Tough Times: How Do We Become Valuable?

December 30, 2012 Company Development Comments Off on Growing Your Business In Tough Times: How Do We Become Valuable?

As pointed out last month, providing the best “Financial Value” for your customers and communicating this value, high in the “Food Chain” so it makes sense and has value is what will differentiate you from all the other “Sales” people in your market.

Getting this done is much easier said than done.  How do we do it?  We do it by becoming valuable to our target customers and the “right” people, at the right level within these target companies.  What does valuable mean?  Optimally it means, when they (your customer and prospect) have a problem in your product or service area they call only YOU!

How do you become valuable?  We become valuable when we are perceived as being able to make real and financial contributions to our customers or prospects, as individuals and as companies.  We do this by understanding our customers’/prospects’ businesses, processes and methods and, through our products/services we convince them (our customers and prospects), at the right level in the food chain, that we can provide financial value.

Wow that’s a mouth full.  Well, think about it.  Why else would someone buy from you?