It’s not unusual to hear a business leader say that their customers do not ask for certain solutions.
So what does this tell us?
Should we rely on our customer to always ask us if we can help? It’s certainly a great place to be when we’ve become a trusted advisor.
But this isnt always the case. Often we’ve been pigeonholed as the network guys, or the desktop guys or whatever else.
Does this mean that they’re not seeing us as capable of offering something else? Probably. It could also mean that they’re engaged elsewhere with someone who has made an approach that’s caught their attention. The threat is that whilst they’re busy building trust elsewhere, they’re not spending time with us building trust.
So do you think you’re going to “stick to your knitting” or segue into positioning yourself as a trusted advisor where you’re always the “go to” guys?
Whenever you’re thinking about HOW TO GROW your business, just consider how you sell more things to more people, and start with those customers who’ve already said we trust you.
Published by Graham Bunting
I have been around a while and seen some stuff for sure. I have experienced some good bad, indifferent and some downright fabulous.
I am still hugely motivated to get up every day and be curious. I love tech and business and most of all dogs oh and people are ok too ;-)
Having been in sales most of my working life I have a real interest in the art and science and am a committed lifelong learner - constantly frustrating my kids with my stock phrase "every day is a school day"
Personally, I’m a husband to one, and father to five amazing children (three of them are no longer children, but independent adults) and my golden lab – Archie, who is always pleased to see me.
I was blessed with becoming a Granddad in February 2021 (a very proud and somewhat besotted one) and another grandson arrived in October 2022 to keep their parents busy and for me to spoil.
I am also a mad keen lover of the oval ball game and a lifelong supporter of Leicester Tigers. As an Englishman, that's therefore England at a national level and the British and Irish Lions.
If I can be of service in any way including any area of developing a channel sales and support business or ecosystem partnerships, and or sales coaching or development, you can find me at the link below, and contact me via the form also.
One of my favourite "quotes" is
Life's journey is not to arrive at the grave safely in a well-preserved body. But rather to skid in sideways, totally worn out, with a beer in one hand, shouting "Whoo, what a ride!!"
Views here are 100% my own. https://grahambunting.bio.link/
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Graham Bunting -The Partner Catalyst 