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Pursuing Multiple Decision Makers At the Same Time
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Is it a good idea to contact multiple decision makers in an organization at the same time? A lot of salespeople are afraid that means they’re going behind somebody’s back, and they certainly don’t want to to do that.

The answer is – it’s absolutely OK and you should be doing it!

You can’t have your whole future in an organization based on one person’s schedule. That person may be in overwhelm. Let me give you an example.

I work with the VP of Sales, but there are many ways for me to get into an account. I can go to the Regional Sales Manager, CEO, or VP of Marketing because my work extends to all those people.

You can do this same thing too. If you’re selling to the marketing people, you might go into the Head of Corporate Communications, the trade show person, or you might go in and speak with the Director of Marketing Communications.

Now, you don’t want to hide this. You want to be very open about it. That’s what’s important. So, you can literally say to people, “Based on my experience working with other organizations, we usually have multiple decision makers involved in the process. And so, I’ve taken it upon myself to talk to [these people] as well.”

So, as you can see, you’re open, your honest, and it’s just the way that you work because there’s multiple decision makers involved and you need to talk with them to do your job well.Multiple decsion makers

This article was written by Jill Konrath, author of AGILE SELLING & Selling to BIG Companies and originally appeared on her website.

Jill Konrath - Author/Speaker, JillKonrath
Jill Konrath is an internationally recognized sales strategist. As author of two bestselling books, SNAP Selling and Selling to Big Companies, she's a frequent speaker at sales meetings and conferences. Her newest book, AGILE SELLING, focuses on helping sellers get up to speed quickly in today's sales world.
JillKonrath.com | Facebook | @jillkonrath | More from Jill

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Four Ways to Maximize Profits For Your Small Business
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Determining the price for your product or service can be a bit tricky and maximizing your profits can sometimes seem like an unsolvable magic trick. However, understanding key concepts for pricing can help your small business tremendously. In the SCORE Small Business Success Podcast “Pricing to Maximizing Profitability” SCORE mentor Mike O’Malley  gives tips for small business owners when it comes to setting prices for your business.

The mentor says, “Pricing itself is a way that sets the message about your company.” Setting the right message for your company can pay off big dividends in the future. Below are four ways you can maximize your profits while building a solid business that sends the right message to your customers.

Timing is Everything

“There are more logical times to reducing and changing your prices,” says Mike. Learning when to change your prices can be a very powerful tool for your small business. During the seasons when customers are not buying your product is a great time to lower your prices. However,  it would be a mistake to lower you price when your product is in high demand.  It’s important to look at industry trends when determining to increase or lower your prices.  Learning the industry trends by talking with your suppliers helps with setting prices for the appropriate seasons.  It is not by chance that you generally see products in the same category on sale during the same time of the year.

People Like to Help People

Mike says, “Nothing replaces a good honest interchange of information that actually makes both sides better off.” Sharing information with people in your industry and asking questions makes for a healthy business environment. Ask questions like: “what are you currently selling?” and “what do your customers enjoy the most?”. While healthy competition is always good, reach out to people in your industry who are not necessarily close to you. Finding out how customers are responding to products, prices and trends in other areas can be just as valuable as finding out what’s going on in your community.

Perception, Perception, Perception

“Try to find something that can stand the test of having a higher perception of other goods,” says Mike. When it comes to selling a product, perception is everything. Find items that have a perceived higher value than its counterparts. Items that look more exciting, different and more challenging to make will hold a much higher value. The original price of a particular items doesn’t  always reflect its perceive value.  Understanding your customer and their expectations helps when solidifying your product prices as well.

Customer Service Gives You an Edge

“The service business is a referral business,” says Mike.  Delivering high quality customer service can go a long way when determining your prices. When you tell a customer you will be there at a certain time or that you will have their favorite item in-stock for them on a certain day, it is your job to make sure you are on time and that the product is waiting for your customer.  Your customers will remember your outstanding service and refer you to others. By doing so, you will be able to add a premium to your service because you can guarantee on-time and efficient customer service.

While pricing is important for you business, the mentor also says try not to make price the issue for your business, “make price the element, not the determining factor.”

Want to learn more pricing tips to maximize profitability for you small business?  Listen to the full podcast of “Pricing to Maximizing Profitability.”

Interested in learning more  pricing and sales strategies for you small business? Check out SCORE’s  Pricing Strategy resources page!

 

Aliana Marino - Communications Manager, SCORE
Aliana is passionate about helping small businesses thrive and getting the word out about the great work SCORE mentors do across the country.
score.org | Facebook | @SCOREmentors | More from Aliana

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