How do you sell?
In thinking a little about how you might compete, I also pose the question of how you sell? Sales tactics have evolved over the years. By and large, people don't want to be "sold to." But, they do want to have their problems solved.
If you talk about your products all the time, you are simply a pitchman. The natural question that follows from the client is, "Okay, so how much is it?" You put yourself into a position that they client will naturally look for the lowest price.
If you talk about how you can solve their business problems, then the landscape changes. You become the expert and not the salesman. You become a resource to them where they can learn how to solve their problems.
When talking about solving business problems, the price is de-emphasized. It opens up your opportunities.
Corey Smith is the president of Tribute Media a web development firm providing high performing, industry specific websites. He is a businessman, writer, technology fanatic, graphic designer and web developer. His greatest passion is teaching, consulting and speaking.
You can find him on Twitter, FaceBook, FriendFeed, and LinkedIn.
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