Let’s face it – business as we know it has changed. If the last two years have taught us nothing else it is that our lives, our businesses, our health, our customers – things can change in a moment’s notice. And what you really need to be asking yourself are you ready, are you prepared? Because you know more change is coming.
So right now, you have a choice to make. You can continue to do business the way you have always done it, and you can hope, even pray that when the next big shift comes it won’t impact your business too much, won’t bring too much disruption. And you know what, maybe you will get lucky.
Or you could choose to use the time that you have now to open your mind to new ideas, new ways of doing business that will position you and your business to start to control the shifts in the marketplace rather than having those shifts control you.
3 innovative strategies you need to implement to redefine business growth and differentiate, dominate, deliver.
Differentiate – According to research done by Gallup, customers are 85% of the way through the buying cycle before they ever interact with a sales person. Meaning the buying cycle has not only changed, it actually begins without you. No wonder it is so frustrating to try and get the customer’s attention, you are entering the game at half-time. If you want to get above the white noise and differentiate yourself in the marketplace, then you need to get into the sales game where it begins. Using marketing, promotion, and positioning your content and value-add messaging so it is in the line of fire where your prospects are looking.
Dominate – it is a myth that in an uncertain marketplace people are not spending money. Customers and prospects are spending but only for the products and services they need and believe have value. If you want to dominate the marketplace, if you want customers to choose you over the competition, then you need to be relevant in today’s marketplace. Meaning you understand the current problems customers are facing, and you have positioned your product or service to solve that problem. What you sold last year may be the same product, but understand the problem it solves for the customer has changed.
Deliver – the sale happens in the follow-up, it always happens in the follow-up. What do you think the chances are you are going to interact with a customer at the exact moment they are ready to buy? Slim to none right? If you want to close the deal, increase referrals and sell more to existing customers, then you need a well-structured value-add sales follow-up system.
Listen, I get it, doing business today is tough. There is more happening outside of your business then in it that can impact your ability to be successful. But if you understand the shift, and how those shifts are impacting the buying cycle, your customers, and your overall business growth strategy, then you will have everything you need to turn uncertainty to competitive advantage.
