The economy looks as if it is beginning to pick up. We are noting a difference in the marketplace these days, with customers beginning to investigate purchasing new initiatives, asking great questions on how to adjust deployment of sales staff to maximize outcomes in this turbulent marketplace, and seeing more interest in working with us to work on challenges and opportunities together. It isn’t a matter of cost, most of the time they have some budget laid aside for investment in solutions. It is a matter, however, of making sure that the investment they make will yield a good return on investment.
I heard from a friend who had been laid off that she recently found a job, which made me very happy to hear. Others are having some luck in finding opportunities to at least interview for, so I believe all these are signs that we are moving forward.
Almost every business owner I have spoken with recently is looking for new ways to do business. The old ways aren’t working very well, so we need to explore and investigate new methods for offering value to our customers, since it looks as if this is the key thing that many companies are looking for. They will spend their resources, providing they know they are purchasing value and useful strategies or products that will provide a return on investment.
So in my mind, we need to be sure that whatever approach we use in the marketplace ought to be directed toward understanding what issues the customer is facing and how we can enable the customer to get there faster and with a good return on investment. If we can do that with them, then they will buy our proposals.
Maybe this will be the new wave of the future. You will need to market yourself for the innovative solutions and services you can provide that help customers put added dollars to the bottom line. Showing the return on investment will help you to distinguish yourself from others. People are looking at the numbers, so if you can calculate out how much the investment will return to or save them, you might be heard more frequently.
Filed under: 1 | Tagged: change management, economy shift, marketing messages, sales productivity
