Whether you sell a system to enable greater efficiencies and reduce costs OR you sell a gadget to enable better communications you are selling a component of success for your client. Do we understand what defines √¬¢‚Äö?ᬮ?Ä??Success√¬¢‚Äö?ᬮ‚Äö?묢 for your client?
If we are selling to a Production Manager, success is likely to be: interruption free, efficient production, attaining target volumes at the required quality levels. If your system allows the Production Manager to make any component of this work more efficiently what other components are needed to complete the full picture?
In understanding the full picture of success for our clients you can identify all the components of success.
Within this exercise lie two business development opportunities:
1) Identifying new products or services your company can develop and provide.
2) Identifying potential partners companies targeting similar clients to your business who share your interest in your client√¬¢‚Äö?ᬮ‚Äö?묢s success.
So get on with it - understand you Ideal Client and what defines “Success” for them
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