 | News for the wholesale distribution industry | July 26, 2007 |
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| Best Practices |  |  |
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- Let buyers know why you're selling
Research shows that giving prospective buyers a reason to make a purchase increases the likelihood that they will. "If you're lowering the price nobody thinks you're doing it just because you're 'such a nice guy,'" says Yanik Silver, owner of SurefireMarketing.com. "So let people know the reason why." SmartBIZ
(7/16)
- Stand out to be a more successful seller
The story of a Cambodian tuk-tuk driver who stood out amid a throng of rivals with his unique presentation is a lesson for any business looking to win clients and build loyalty. An expert relays four "essential acts" for customer retention: teaching staff to predict and prioritize changing customer needs; repeating success, rather than just promoting it; tuning in to customer problems; and empowering workers to serve customers. Inc.com
(7/1)
| Management | | |
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- Look to the past to guide your business's future
Entrepreneurs and managers frequently will be confronted with having to make decisions or take actions that could take the company into uncharted, and perhaps perilous, territory. Look to past experiences or perhaps case studies when the time comes to make a tough decision that has many unknowns. "At the very least," says journalist Chris Penttila, "always ponder the worst-case scenario and whether your company could handle it." Entrepreneur
(7/2007)
| Customer Relations | | |
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- View service through your customers' eyes
A company that wins a customer but doesn't follow through on what it promised in its sales pitch will have a frustrated and dissatisfied client. Some tips for retaining customers and keeping them happy include soliciting complaints; keeping records on why complaints happen; and giving staff incentives to create customer loyalty. American City Business Journals
(7/9)
| Training and Presentation | | |
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- Use videocasting to get the message out to your sales staff
Break through the communications clutter: Sales and marketing managers can deliver messages to their teams using video podcasts, employing new desktop software tools that make videocasting easier than ever. By having information delivered to them in a powerful manner, sales teams are more apt to remember important selling points and improve their selling style and overall success. Manage Smarter
(7/24)
| Closing the Deal | | |
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Connect customer experience to your products' core
"This ability to think and connect the dots from product through to user experience and service experience will take some doing. Why?" asks business professional and author Jeanne Bliss in CustomerThink.com. "Because the natural focus of the business is on building, not the experience afterward."
| NAW Insider | | |
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Cost effective Virtual Terminal through Solveras
NAW teams with Solveras to provide wholesaler-distributors with the latest processing technology. Virtual Terminal allows processing from any computer with Internet access. It provides businesses lower cost card-not-present transactions. Mail, telephone orders can be processed through secure Web-based application that's easy to use. Get a FREE savings analysis to see the program savings. For information, visit http://www.solveras.com/naw.html or call (800) 613-0148.
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Rethink salesforce comp plans
What's Your Plan? An eye-opening book from the NAW Institute for Distribution Excellence shows why tinkering with salesforce compensation plans in isolation can create more problems than it solves. The best strategy starts with development of overall company goals and leads to what author Mike Marks calls "alignment" of these goals with compensation.
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