Why Would You Listen to Me?
You don't know me. We've never met. You've never been to my department. We've never done business together. But we could, couldn't we? What would I/could I/should I do to get your attention—to get you to consider me instead of the others who do what I do?
Could I offer you products at competitive or unbelievable prices? Maybe the quality of my work is nothing like you've ever seen before? Or perhaps the speed at which I can get the work done surprises you. Could it be my customer service: how quickly I get back to you; how easy it is to talk to me?
Are these enough? Would you want to know me now?
What if I could make you money instead of just saving it? What if I could keep you from losing your job? What if I could make you look good to your colleagues, your bosses and your customers? What if I could make your life easier so it doesn't feel so impossible to get what you need done? What if I could challenge you to consider something different because you're bored with the way things have been done before? Maybe you don't agree with what I suggest but it's the right thing to do for your customers.
Have I begun to differentiate myself from others? Are you interested in hearing about what you can do and how I can help you get it done?
My willingness to take action and ask these questions, explore the possibilities, create the plans, test the options and bring you the results can not only set me apart from others but can also make me worth your time.
Four Reasons You Might Want to Listen to Me
In-plant managers can no longer wait for business to come to them. They need to be proactive and demonstrate the value they bring if they hope to convince customers to use their services. Here are some ways you can show customers that you care about their business and want to help them succeed.
1. Researched Your Market: I've taken the time to look at our market and identified three trends that are driving future growth for the profit leaders. I would like to share what I've found and get your input. I've compared our success in one market using one application and created two new applications that could help you go further in this market and potentially reach into others. I've identified attributes of profit leaders in our marketplace and would like to share what I've found and see if they resonate with you and our business.
2. Researched Your Department: I've looked at the people, processes and technology within our business and want to share some ideas that could increase the efficiency and effectiveness of your day-to-day business. I've been looking at the sales skills of profit leaders in your market and would like to share what I've found to compare to our current sales team and the tools and resources they use to win business. I've been keeping up on the technology organizations like ours are using to be more competitive and I'd like to share with you three technologies that will define future success in our market.
3. Selected Case Studies to Share With You: I recently reviewed a case study from an organization similar to ours and I'd like to share with you the steps this organization took to increase profits. I was reviewing a case study that applies to one of our existing customers and what they were doing to remain competitive and I'd like to share with you what I've learned to test if this is of interest to you. We've been developing a case study for one of our customers in a similar market and I'd like to get your input to see if the outcome experienced is something you agree with.
4. Developed Ideas to Increase Your Success: I've looked at your position and your responsibilities and developed three ideas I believe you may want to hear that can make you more successful. In keeping up with people in your position and in your industry I've identified three techniques to help you free up some time and make your life easier. I've been researching marketing techniques used by organizations like ours to attract new business and increase profits and I'd like to share them with you.
Saying these things is one thing; doing the work to enable you to be able to say these things honestly and passionately can be the number one reason your customers and your prospects will listen to you.
What are the reasons you've been working on to attract new customers to your department? What have you done lately for existing customers to delight them and keep them coming back to you? Why would others in your own organization want to listen to you?
With 2013 right around the corner consider what you can and will do early in the year to get to know new people. Understand why they should want to spend more time with you and your department. The work you do on this can make you more successful and valuable to your organization.
In 2013 I'll be sharing more ideas with you on how to strategically position yourself and your department for more success while marketing what you do to win more of the kind of business you want to be doing.
