It would seem a lot of our clients have felt the pinch in their businesses of late.
They’ve boiled it down to the poor economy, the GFC (Global Financial Crisis). It seems a lot are waiting for things to improve?
What if its Not the GFC?
What if a large portion of the pinch they feel is due to their customers changing over the past 5 years. What if the problem is actually down to our clients businesses not changing with them?
Because, although I’m happy to concede the poor economy is a contributor,
...I guarantee, if as a business owner, you’re not “engaging smarter” this year than you did last year. It doesn’t matter how long you wait for the economy to pick up,
...It’s not going to lift your business.
Don’t write me off as a scare monger-er --- just yet. I’m your digital marketing e-Coach, we’ll be hitting these trenches together.
By the time we’re done,
...there will not be another business within a mile of yours that engages consumers smarter than you do.
Your competition will be copying “YOU” just because you’re the best.
I’m Just say-in...
You need to understand some stuff first.
There’s been a Rise in Purchasing Power...
This has been a global revolution, changing buyer behavior since as long as social media started changing the way people communicate.
It’s just this revolution has slipped quietly under the radar.
Let me explain.
...you’ve probably noticed your customers treating you more like a commodity lately. At the same time, they demand more expertise, more depth and better support.
How can that be?
“A commodity is defined as a good for which there is high demand, but supplied without qualitative differentiation across a market place.”
Yet, over the past 5 years, buyers have become more demanding, much smarter, tougher even,
... I would go so far as “saying”, predatory in nature.
They’re more strategic and better equipped to use purchasing techniques that force better concessions, from sellers, like “YOU”.
Well actually, “ho-hum”, we’re all a little bit of both really.
Entrepreneurs are buyers and sellers, which should make it easier for us to “get-this” than most.
Buyer purchasing strategies, (for both consumers and commercial buyers), has become more strategic that ever before.
Any offer on sale today that's of low strategic importance, where an alternative can easily be found,
...unless it’s easy to buy, sold at a lower cost point to competitors (with a seamless buyer experience) --- and comes with great customer support, “it’s dead in the water”.
If, as a vendor, you can’t meet these tough new demands, buyers switch to sellers who can (in a heartbeat).
You need only think about this from a commercial buyers (B2B) perspective to comprehend it’s significance.
Take “you” (for example), when buying stock or supplies for your business.
You can cut costs through either better efficiency
(only if you invest capital into new technology first)...
Or,
Diminishing scales
(at the risk of investing in larger volumes {so spending more} up front)...
Or,
By screwing your suppliers for better prices, because if they can’t do it, another seller will.
(this delivers your business a 100% saving at the expense of your seller’s bottom line, not yours)
Don’t sweat it though.
We’re not going to let you become the seller that gets screwed.
I told you I’ve got your back on this one!
First though,
...I need you to understand the significance of “a-turning-point” in the history of sales.
Continue to Learn More »
This post is part of our Engage [SMARTER] Series...
Tags: Our Work