Beacon Coaching Consultancy’s Blog
14 Posts , Viewing posts 11 to 14
Recently I was asked to be one of the Judges in the Kildare County final of the Student Enterprise Awards. In advance of my attendance on the Monday, 3rd March, I got copies of the individual Business Plans of the 24 entries. I have to say I just could not believe the quality of the ideas, the marketing and the sheer confidence that was displayed both in the Plan and on the day of the county Final.
Despite what most people think, Selling is not about Telling. Salespeople believe that when they are sitting in front of a prospective customer they have to keep talking. In fact, they believe that the more talking they are doing the better. Of course, you have to present what you are selling but that comes later. What must come first is LISTENING.
The 21st century business philosophy requires a more ‘thinking’ rather than ‘doing’ approach to business development. We need to look at our customers / prospective customers in terms of their Life Time Value (LTV) rather than constantly looking for that one sale that brings in revenue to boost the monthly target. If we focus on LTV customers that are profitable for the business, this will sustain it long term.
Your brand promise paints a picture of what your customers will experience but it is the brand delivery that is the experience. In order for businesses to survive, employers need to focus on having more meaningful engagement with their employees to ensure the company maintains market share and increases customer loyalty and retention. Senior managers of a company have to set an example, as the way they treat employees will be reflective of how their employees treat their customers.