How do I differentiate myself and company from other competitors?
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I am a sales representative for a telecommunications company and I am finding it difficult to generate quality leads and refferals. I have such great product conviction for our services, but I am not getting the chance to show this to as many potential customers as I would like to. I understand that telecommunications is a cut throat industry and it is hard to convience decision makers to move to a small business but I feel that being a Michigan Based provider is strong advantage for us. Any help or suggestions on how to get my name out would be greatly appreciated. I am trying to go to as many networking events as I can but I definitely do not want to hard sell to these new connections.
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I think you're going to want to start a conversation.
How to start a conversation? By being a resource.
Whether it be speaking (without being a 30 minute ad);
A blog with really useful information that also shows a bit of your personality, so that you're known as someone if they've got questions you're THE guy to talk to about telecommunications; since you're working for another company, maybe you do it on your own as opposed to selling it up the top. Maybe they'd buy in. I don't know your situation.
Make sure you network in the right circles for you. I've seen quite a few folk focus their networking efforts on the venues with their decision makers and have great success. Part of that is knowing who your target customer is and what they want, and being where they are.
Matt,
I would try to alighn myself with some of the telecom hardware vendors in the area. I work with CTS doing data disaster recovery solutions, but I know our telcom guys work with the various carriers to see if they can off-set the cost of a new phone system by lowering a client's cost for network services. See if you can foster those type of relationships and if you can show some strategic advantages the phone vendors might front you in the door. Just a thought.
Matt,
Before you do any thing, things to identify:
1. Your target audience (as specific as possible). If there are more, try to concentrate on 1 group at a time
2. What is special about your service that other don't have.
3. Proof: testimonials , data, etc
When you communicate few things to consider
1. Listen more and identify what your clients needs are
2. Truly try to help your client.
3. Say "what they(target client) get" and NOT what you provide
4. get the contact info of your client. The first meeting is not to sell anything, its to get to know your client.
5. Share your info where people can go find more info about your service "actually Solution", provided you kindled some interest during the meeting. This is where an effective / good website will definitely help.
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Think of it as a job search.
-. First obstacle is to get an interview -> getting in front of your targets
-. Second Turning the interview in to a job offer -> turning your targets into your clients
Depending on which stage you have trouble with , I can share some of my ideas and experience
Hope it helps
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Henry Joshua
.DotSign
www.dot-sign.com
"Gateway to Your Web Identity"
Thank you for all the advice, and I agree I need differentiate myself and company from what we can offer that others can't. I would be thrilled to known as "the go to guy" in telecommunications, and I know that it is going to take some time and due dilligence. I appreciate all the tips and will use them going forward.
Hi Matt,
I agree with the other posts, particularly Henry's and Duane's feedback. As a local company, I would think a key differentiator would be your company's ability to provide local support in the event of a real problem. A while back I worked for a company and their carrier had an outage that lastly three days, was extremely painful, in the end we switched carriers, but there was no local support even offered. You could also take the track of asking the prospective client what they like about their existing carrier, to see if you can actually uncover what they don't like and the nature of the relationship, or to see if there was a time when they actually didn't deliver. I have a prospect that says they always liked their existing solution, until recently when they had an issue with the product and support so you never know. Best of luck and don't give up, keep that positive conviction of the services your organization offers.
Matt, I agree with great points mentioned above.
I would add this, if you truly want to differentiate yourself and NOT be like Everyone else...work on building a Relationship.
Send them personal, heartfelt cards in the mail.
Very few or None of your competitors are doing this.
Visit: www.EzSuperCards.com
You can get a free account to check it out.
Good Luck my friend!
Kevin Higgins
How do you start a blog? Would love to do something like this for myself. But don't know where to start.
Pam Tomaszycki
Thanks Pam you beat me to the punch.
I really would appreciate some help on how to start or join blogs. I truly am thankful for all the help people have given me. Motor City Connect members have given me more feedback and advice than any other networking site I have been apart of. People seem to genuinely care when the respond and offer more than 2 words of advice. Business is slowly progressing but I want to do more than just cold calls to get potential clients. I think a blog would be very helpful it would give me the chance to help answer people's questions and provide them with some honest advice. Having a warm introduction is by far more effective than interupting someone's workday with a phone call wanting to provide them service out of the blue. Any advice on how to start blogging would be extremely helpful.
The easiest & efficient blogging system - if the sole purpose is to write and share is by far "Word Press"
1. Go to http://wordpress.com/
2. Sign Up
3. Fill out the registration info
4. Select a specific blog name e.g: Myblog (from this point you will access your blog in the web as http://myblog.wordpress.com/)
5. Go to the admin panel and start writing.
This is the simplest, free and easiest way. Now there are a lot of different thing and ways blogging and take it one notch up CMS (content management systems) are done.
If you (Matt) And Pam need any help or guidance. feel free to call me.
Henry Joshua
248 760 8236
.DotSign- www.dot-sign.com