Marketing Videos

posted in: Uncategorised 0

Please find below a mini course of marketing videos.

You can subscribe to this free course by CLICKING HERE  and we will email then to you once a week or so.

 

Or Simply view them below

These videos are of an informal nature designed to help you and your staff to better understand our thinking and how we can best help you to help yourself and your team to build your business both safely and sustainably.

1. The Marketing Mini-Course – It’s Content

https://youtu.be/Fe9OKT1Qks4

2. Introduction to Marketing – An overview

https://youtu.be/ZhuZgF7fphc

3a. The Growth Stages of your business – Building your brand

 

https://youtu.be/Fjg3bIb0Bm8

3b.

https://youtu.be/opKPDTWLN9I

4. Aligning the values of Your Brand, Your Staff and Your Customers

https://youtu.be/m59JbIR9Xq8

5. Developing a Marketing Plan

https://youtu.be/AcOJF70qymk

6. Building your Brand – Brand Differentiators – The WHY – Brand Leadership

https://youtu.be/Z21zMmN3OTM

7. Finding new customers – Customer Acquisition – The WHAT – Revenue Leadership

https://youtu.be/I8q7iI5cqhE

8. Keeping customers – Customer Retention – The HOW – Thought Leadership

https://youtu.be/jUeyM60014w

9. Growing your business safely and sustainably – Risk Management

https://youtu.be/DAWlOuJ9il0

 

 

 

 

 

 

 

Selling by Listening

SELLING BY LISTENING

It is your experience (it’s certainly been ours) that in BTB sales target customers are increasingly turned off by the ‘hard sell’? In exploring this with customers that have been ‘sold at’ we hear things like ‘How can they assume that what they have fits what I need without taking the trouble to understand my business and the drivers behind what I’m looking for?’. We all instinctively know that BTB Marketing and Sales is often a lot more than delivering an ‘off the shelf product’, particularly as customers are more savvy buyers and tend to have more complex requirements.

In a Focus Group we ran for a client we heard the following gems from the customers/buyers attending the session, directed at our client:

‘Don’t bombard me with products I know you want to sell but I don’t need; if you give me good service on what I do need, we’ll buy more from you’.

‘I’m going to explain to you what I’m looking for (in a particular product area) – do me a favour, just listen and don’t try to retrofit what you think I need to suit the products you already have’.

Our experience is that marketing and sales professionals going for the hard sell often miss key needs and buying signals from the customer. They’re doing too much talking and not enough listening. So our mantras are ‘selling by listening’ and ‘less push and more pull’.

This also goes back to the key point about selling benefits not features – the hard sell will tend to be features based – ‘my product can do the following…’ whereas the listening approach enables you to draw out the benefits ‘I listened to what you said about what’s important to you and I think I can deliver this for you in the following ways………’.

Equally, the smart approach to presentations and pitches is not to go in with your standard set of slides – ‘I’ll get through my slides whatever happens’ – but to be armed with an interactive slide deck, so you have a dialogue with the customer, listen for potential areas of interest for them and buying signals, and introduce relevant slides and information that specifically address these areas of interest. We think this puts a very different stamp on designing and developing presentations, and has meant we’ve redefined how we work with clients to design their presentation materials and hone their presentation skills.

TAKING ACTION

If you’d like to find out more about Selling by Listening, contact us on 01707 373700 or info@greentriangle.biz

 

1 2 3 4 6