Sell The Process that Sells Your Product

2013.6.24 Sell

In competitive markets the differentiation of products and services is challenging, with many consumers not able discern a noticeable difference.

This leads to commoditization and the aggressive price competition that naturally follows.

The solution is to develop a process that profiles the unique characteristics and capabilities of your company – then lead your selling with your process while using it to guide the efforts of your team.

Since most small businesses do not have a carefully designed and orchestrated sales process, yours may well become the ultimate differentiator.

When other companies are selling products, yours will stand out by taking the refreshing approach of selling how your business serves its customers.

Your Business Process Builds Confidence

Before buyers will engage in commercial transactions they want to know more about your business, and especially if it is capable of satisfying their needs and desires.

If your business has a process for creating exceptional customer experiences, it instantly becomes more attractive than its competitors. At the very least, this gives you a shot at every buyer’s business.

One of the greatest challenges for any small business is attracting the attention of buyers. In a world where free and easy access to information and pricing encourages commoditization, the one thing that can differentiate your business is how you work.

Zappos is known for having a culture that makes buying shoes and other retail items a delightful experience. Go ahead and pick up the phone and call them to see for yourself. There is no pressure at all to buy – just focused customer service to help you make a decision that is right for you.

Isn’t that what every buyer wants?

Refining Your Business Process

While a some people may initially disagree, the truth is potential buyers want businesses to take control of the selling process. This is only possible if your business has a process in place that leaves no doubt as to what is going to happen next, starting from the very first encounter.

While operating the landscape business that I founded, it took some time to develop a reliable process for selling high-end residential landscape projects because every client and project was unique.  Also, the practices that other businesses used focused on products, as opposed to the project design, which we believed was more relevant.

We indeed lost some viable prospects in the early stages by focusing on design because buyers were more interested in our products. However, by debriefing every single client meeting our process began to come together. Then selling became much easier – and a lot more fun.

To get started, I suggest listing your top 20 most successful projects, transactions, or business relationships, and break them down to reconstruct exactly what happened. Then contrast and compare to find the similarities and patterns that led to your success.

Embedded within your business successes is your natural sales process. It takes time to analyze it, and even more to orchestrate it into a flawless series of steps that actually becomes a guidance system for getting and keeping your sales team on track.

When you do that, you learn how to reliably earn the confidence of your buyer – right up to when you consummate the sale.

Name and “Sell” Your Business Process

What does it mean to sell the process?

First name your process to make it uniquely yours, and also create a graphic representation or “logo” of it to make it more tangible.

Our landscape process was The Intelligent Landscape System™. The word intelligence suggested we were taking a smarter approach, but in reality it also referred to understanding and working with the “Intelligence of Nature.”

Quite simply, when everyone else is selling their stuff, there is little or no differentiation, other than price of course.

However, for the buyer especially, it is refreshing when the business takes a different approach, by explaining how they can work together with buyers to take them on an enjoyable ride.

When you focus on the process that provides an exceptional experience for your buyer, the sale of products and services naturally become a byproduct.

It’s a new way of selling that happens to work nicely.

About the Author:  Jeff Korhan, MBA, helps mainstream small businesses create exceptional customer experiences that accelerate business growth. Get more from Jeff on LinkedInTwitter and Google+.

Jeff is also the author of Built-In Social: Essential Social Marketing Practices for Every Small Business – (Wiley 2013)

Learn more about Jeff’s live programs on relationship selling for small business.

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Business Planning is Overrated

If you noticed a hundred dollar bill on the sidewalk would you ignore it because its discovery was unexpected?

It seems crazy, but that is what many of us do because we are too attached to our plans. As a result, we miss the easiest opportunities of all – those right front of us.

Last week I opened an email, viewed the short video within it, and then picked up the phone to call the sender who had previously hired me. We had an interesting discussion that led to a referral and another discussion, and that led to another.

The result was a renewed friendship, a new connection, and the opening of a door to a business opportunity.

Business Happens in Real Time

The time invested in that series of events effectively killed my plan for the morning. Yet, it also produced a productive and potentially profitable result.

Do you believe in karma, destiny, and synchronicity?  How about  good luck?  The truth is every day we are greeted with opportunities that we ignore. Why?

Our plans, systems, and engrained processes blind us to them. Building systems and setting agendas can be productive, but they also limit our ability to discover new possibilities that are quietly bubbling up right before our eyes.

Robert Frost suggested we take the road less traveled. Paradoxically, that road is the obvious one that most people ignore because they are looking for the secret pathway that is hidden in woods.

An example of this is chasing the big opportunity that everyone else is chasing. It’s the one you are sure will finally put your business on the map and earn the respect of your colleagues. Sadly, it’s probably driven by your ego that wants to show off.

Action Opens Doors to Opportunities

Is showing off (maybe) part of your plan, or would you rather accomplish practical business objectives, such as making a profit.

The more reliable path to accomplishing your business objectives is to focus on the obvious – the client or customer that today happens to be right in front of you, and probably wants to do more business with you.

Connect the dots – be aware of looking for these opportunities and you will more readily notice them.

Plans are necessary, but they can be inherently vague. Opportunities are specific, evident, and inherently viable.

Forget the plan. Keep it in the background and take action on what may be a nice little success, one that leads to future successes.

Have the intention of being open to any opportunity that comes your way.  Look for them, and be willing to go with the unexpected. It works, at least that has been my experience.

Success in life and business is seldom a linear process.

So, why are you rigidly following one? Give yourself permission to go forward with opportunities as they present themselves.

What do you really want to accomplish?  

Leave a comment below – and please feel free to use these ideas as you wish. 

Until next time,  Jeff

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