Message of the week 07 - 11 October 2019

Problem solving; your sales solution 

Gartner expects worldwide IT spending to remain flat through 2020 with 3% growth, if we’re lucky. Despite this fact, I think that there’s always opportunity for growth. And if our competitors aren’t growing, all the better for us.

When it comes to document solutions and MFP’s, we’re in the business of solving problems for our customers, and if we consider that 70% of customer purchasing decisions are made to solve problems, we couldn’t be better placed. The trick is to dig deep to understand the problem you are solving for, so that you can empathise with the client and offer a solution based on first-hand knowledge of their business.

I recently downloaded an e-Book entitled: 7 Secrets to Winning New Clients , which has a ton of great tips, suggestions and practices for building business through new customer acquisition.

It’s got some good advice, including NOT leading with the sales pitch, because to do so is to come across as self-serving, when in fact we want our customers to feel like we are here to help them find unique solutions to their challenges.

In essence, the e-Book talks about having a secret weapon in the form of a free customised IT assessment, which allows the client to see first-hand how specific products can create solutions for the business. It also offers tips to deter the client from going elsewhere for cost comparisons and offers advice on how to personalise your sales pitch.

If you ignore the hard sell at the end, this is a great little resource for our sales teams. Enjoy!

Lee-Ann Kellner - Channel Sales Manager - KYOCERA Document Solutions South Africa