Greetings!
We have an interesting edition of the Knowledgentsia for you this month. Lisa Dennis shares her Top Five Tips for Selling in a Recession, while Chuck Dennis holds up the "customer service" recently provided by his neighbors as a model for today's businesses. And, we are proud to share an article on the utilization of video and other digital rich media in marketing, by our colleague, Steve Edson.
Please let us know what you think!
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TOP 5 TIPS FOR SELLING IN A RECESSION
Recently, Lisa Dennis moderated a panel discussion for the
Boston Chapter of Sales & Marketing Executives International. We had
three panelists: a sales executive from One Communications, a Partner
from Customer Centric Selling, and a Vice President from Forbes
Consulting talking about the impact of the recession on the selling
process. As a marketer and seller, the topic is a hot one both
personally and with all of our clients. Here are a few take-aways:
Tip 1 -
Buying
is Still Happening
Attitude
adjustment for sellers is in order. Are sales decreasing? Sure! But
the fact of the matter is that the decreases are in single digits.
According to the Bureau of Economic Analysis, the current-dollar Gross
Domestic Product -- the market value of the nation's output of goods and
services - was at $14,200.3 billion at the end of 2008. That's a lot of
goods and services to be bought and sold. Will it decrease in 2009?
Absolutely! Will it disappear entirely? Highly unlikely.
Tip 2 -
Sell A Customer Solution, Not a Product or Service
We've been
beating the drum about customer-focused value propositions every day for
the past 11 years. If you are still focused on leading with your
products and services, rather than on current customer imperatives,
you will find it tougher going than ever. You have to turn the dial on
your value proposition two turns: - Switch from product or
service orientation to customer-value orientation, and
- Embed your
target's current challenges with the economy. Make it about them in
their current environment.
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DIGITAL RICH MEDIA AND THE INFORMATION PIPELINE by Steve Edson
Now that the information pipeline is both fast and
agile enough to read large files of data, the internet can now easily be
used to communicate complex and in-depth messages using video and other
digital rich media (DRM) that are both compelling, memorable and most
importantly, capable of marketing to very specific audiences. In the
dark ages of the Internet where simple text content ruled and grainy
pixilated images were the norm, the general internet user was almost
always frustrated with the on-line experience. With significant
financial rewards and continued R&D, we currently have new standards
bringing together a global community of computer users who can search,
communicate and experience video streaming on the Internet. There is no
doubt, this is getting even easier to use and more and more accessible
content is becoming available by the hour. The impact of this
convergence for marketing is dramatic - moving past television to enable
on demand brand messaging.
Integration is the Secret Sauce
By integrating 2D and 3D animations, video
presentations, voiceovers, corporate branding, design standards, dynamic
charts, photography and illustration organizations have an opportunity
to tell comprehensive marketing messages in a concise and memorable way.
The ability to illustrate why a company is a brand leader or to describe
an organization's core values, unique products or core services while
easily helping to establish credibility and awareness in this medium is
unique...
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We thank you for taking the time to read our newsletter. We welcome your comments, and we stand ready to assist you in any of your marketing, sales, or customer service matters!
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Best regards,
Lisa Dennis & Chuck Dennis
Knowledgence Associates |
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MY NEIGHBORHOOD KNOWS MORE ABOUT CUSTOMER SERVICE THAN YOUR COMPANY
If all companies were as concerned about service as some neighbors proved to be, the business world would be in a lot better shape.
Chuck Dennis's recent blog post tells the story of how he was able to resolve a problem with a faulty sump pump with the help of three helpful neighbors.
These neighbors acted like a well-trained, highly competent team of customer service reps, who took on my problem as their primary concern, and did not rest until the issue was resolved. This was customer service at its best, and when businesses provide this level of service, they gain loyal customers for life!
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Lisa Dennis's Speaking Engagements
Greater Providence Chamber of Commerce
Business EXPO 2009,
Rhode Island Convention Center, Providence, RI
May 5-6, 2009
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VOICES OF THE KNOWLEDGENTSIA
"Whenever you are asked if you can do a job, tell 'em, 'Certainly, I can!' Then get busy and find out how to do it."
-- Theodore Roosevelt | |
