The average prospect is bombarded by so many salesmen eager for their business that they can be selective over the solution provider they choose. While quality and price will always remain important factors, the level of expertise and guidance provided is often just as important. Here are a few ways you can become a resource for your customers:
- Offer hands-on training as an extension of your customer’s organization. By enhancing their ability to anticipate, understand, and solve problems, you can help them develop solutions faster and more efficiently than on their own.
- Provide a newsletter, or encourage customers to sign up for your blog. Then fill that newsletter or blog with tips, articles, industry trends, new product highlights, and relevant industry articles and resources. Create an archive section on your website that makes all previous information you’ve provided available for viewing.
- Create a resource page on your website that offers a comprehensive list of engaging and helpful links to industry resources, helpful websites, associations, event calendars, etc.
- Create an industry chat forum through your web page that gives people with similar interests the ability to chat with others about your industry, products, resources, etc.
- Stay current on industry trends and new products, as well as competitor solutions, so you can offer educated answers to your customers.
- Stay involved with your customers. Periodically check in to see how they are doing and to show that you sincerely care about them and your relationship with them.
- Put yourself in your customers’ shoes. Learn more about their industry, customers, associations, events, etc. Think of creative ways you can help them be more successful in their ventures.
- Don’t just use a sales pitch. Instead, share your enthusiasm and knowledge. Salespeople who are passionate are the most successful because their belief in the products or services shines through.