With the world changing at an ever increasing rate, the struggle for us to remain relevant in business is one of the greatest challenges. People now have greater choices and opportunities and have far more distractions, whether they be the endless internal meetings or the tidal wave of emails that clog our inbox.
The loss of relevance for a business can be devastating, you only need to look at the demise of Kodak and Blackberry smartphones or the constant struggle for the taxi industry as it faces increasing competition from the ride sharing industry.
In the business world, 'relevance' is the sense of the connectedness between the business and its customer. We know we are relevant when customers openly engage with us, they respond to our calls and emails and even seek advice on business matters.
Unfortunately, we cannot always control the level of relevance we have with our customers, however, there are number of areas that will assist:
Be aware of your customer's market place:
Understand what really drives the Customer:
Clearly link your products and services to customer requirements:
In essence, to achieve and maintain relevance with your customer you need to consistently articulate and deliver real Value to your customer.
Tips from John Buchanan, Beyond 19, Coaching Practicing Lead:
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|Posted in: High Performance Sales Sales Behaviours Sales Framework Customer and Stakeholder Value Sales Relevance Sales Growth Sales Leadership||0 Comments|
|Posted in: CRM High Performance Sales Sales Behaviours Initiatives Sales Relevance Sales Growth Sales Leadership||0 Comments|