phoneCALL US 713-826-0302

3. Sell solutions, not widgets.

003.-Sell solutions not widgets

When I work with service companies, I encourage them to focus on results. Xerox’s third tip highlights this idea. How are you communicating what you sell?

3. Sell solutions, not widgets.

Ramping up sales is easier when you focus on this reality: you’re selling a result, not a thing. Avoid “feature dumps” that emphasize the characteristics of your product rather than how it benefits your customer. The most effective sales conversation begins with questions to determine if your prospective buyer has a need for what you’re selling. The goal is to match your products and services to what your prospect needs. If you can’t make a match, move on.

Customers first

001-Customers-firstSome things never change. Staying focused and delivering real customer value are timeless basics for every business. Xerox offers 8 tips for growing your business. What do you think about the first one?

Customers first

Celebrate your customers and align any growth plan around protecting your existing relationships. Sustainable business growth depends on keeping your customers happy, just as it did when you started your business. Consider creating customer reward programs (discounts, extended payment terms, etc.) to ensure customer loyalty.

What makes your business unique?

002-What-makes-your-business-uniqueWe hear a lot about unique selling proposition (USP). Xerox explains the concept with its second tip. Have you defined this for your own business?

What makes your business unique?

Being able to express your business’s core principles and values will help you choose appropriate growth strategies. If you haven’t done so already, create a polished 20 second “elevator speech” that summarizes your business’s products and uniqueness. This summary will help you focus branding and marketing efforts, and will provide the core for conversations with those you reach out to.

Building Blocks