Knowledge is Power
Tuesday, December 2nd, 2008
Do you keep up with the changes happening at your clients’ businesses? If there were mergers, consolidations, layoffs, or acquisitions in the offing, would you know?
Many salespeople overlook the dynamic nature of their clients’ businesses. Shortly after they make the initial sale, they fall into a routine of “servicing the client,” which too often simply means “get the next order.”
However, nothing stays the same forever: some things change very quickly. Observe what is going on with your clients and determine why. You will learn how to better serve your clients, perhaps uncovering new opportunities, or maybe obtaining an early warning that some opportunities are coming to an end. You will also gain a broader viewpoint of what’s going on in your industry and the market it serves.
Also, stay informed about the markets served by your clients, the companies with whom they compete, the differences in their products, and their market share. The more you know about what is happening in their environment, the better able you are to help them grow. If your clients do well, you do well.