How to Leverage Relationship Selling through Education Based Marketing
How to Leverage Relationship Selling through Education Based Marketing
The 30,000 ft. answer is Education Based Marketing (EBM). When you engage in education based marketing you are differentiating yourself because you are a unique individual with unique experiences. Only you know what you know and that knowledge can help your potential qualified customer (a.k.a. prospect).
Of course, you may be thinking that you already educate your customers and your probably do. However, your conscious and subconscious thoughts are all about making the sale first. Education is part of your efforts to make the sale.
When you engage in education based marketing, the sale is not at the top of your conscious or subconscious thoughts, but rather how can you help this person. To do this, means you must really know the value of what you do as well as the needs being faced by your customer.
Also when you practice this approach to sales, you may have to violate one of the cardinal rules in sales and that is do not give anything away for free. Given that the 21st century through the Internet is full of information and knowledge, you may have to provide even greater value through your sharing of knowledge. This is why when you are utilizing this approach you must have clearly identified your target market, understand their known and even unknown needs and look to how you can help them.
Now imagine for a moment that you are engaged in relationship selling. You offer something for free and then given something else free of even greater value. Provided you have positioned the giveaway in the right context your potential qualified customer can experience first hand the value that you bring to the table.
TAKE ACTION SALES COACHING TIP: The best way to engage in relationship selling is to provide greater value than anyone else in the marketplace. Take some time, research this approach and then put together a plan of action so that you can truly be that Red Jacket in the Sea of Gray Suits.
How to Leverage Relationship Selling through Education Based Marketing - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Relationship selling is all about establishing and developing mutually beneficial relationships. To achieve this goal requires that you as a professional sales person freely provide value without thinking of immediate reward or compensation. In other words, making the goal of a sale or to increase sales is at the bottom of your list while helping your potential qualified customer is at the top of your list. The question to be answered is How do I do this differently because my competitors are also engaged in relationship selling?
The 30,000 ft. answer is Education Based Marketing (EBM). When you engage in education based marketing you are differentiating yourself because you are a unique individual with unique experiences. Only you know what you know and that knowledge can help your potential qualified customer (a.k.a. prospect).
Of course, you may be thinking that you already educate your customers and your probably do. However, your conscious and subconscious thoughts are all about making the sale first. Education is part of your efforts to make the sale.
When you engage in education based marketing, the sale is not at the top of your conscious or subconscious thoughts, but rather how can you help this person. To do this, means you must really know the value of what you do as well as the needs being faced by your customer.
Also when you practice this approach to sales, you may have to violate one of the cardinal rules in sales and that is do not give anything away for free. Given that the 21st century through the Internet is full of information and knowledge, you may have to provide even greater value through your sharing of knowledge. This is why when you are utilizing this approach you must have clearly identified your target market, understand their known and even unknown needs and look to how you can help them.
Now imagine for a moment that you are engaged in relationship selling. You offer something for free and then given something else free of even greater value. Provided you have positioned the giveaway in the right context your potential qualified customer can experience first hand the value that you bring to the table.
TAKE ACTION SALES COACHING TIP: The best way to engage in relationship selling is to provide greater value than anyone else in the marketplace. Take some time, research this approach and then put together a plan of action so that you can truly be that Red Jacket in the Sea of Gray Suits.
How to Leverage Relationship Selling through Education Based Marketing - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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