Creating A Solution Based Selling Campaign
Thursday, October 4th, 2007Everybody knows that if you have a product, there is generally someone looking to purchase that product but do you offer more than just a quick purchase?
As technology increases, peoples needs and desires for more grow and generally customer service decreases, so customers tend to look more for a solution to their need rather than just a product. Solutions not only include the product itself but product support, education and/or implementation assistance.
In an effort to create long term, repeat customers, you should try to identify the various settings your product may be used in, then develop valuable information to assist your customers purchasing decision. We call these application examples and they are often seen in white papers, data sheets, etc.
A customer is more likely to purchase a product if they see that your company not only sells and supports it but also provides alternative uses that they may not have thought of and could potentially save them time and money or help them to secure more of their own clients.
In order to turn your company into a solution based organization, you must know the industries that benefit from your products and have a basic understanding of how they will implement your product into their business. Taking on this task is not easy but it can be done by talking with current customers and letting them know that you want to improve their business by improving your product and/or product support.
Once you have determined the various ways or locations your products are used, you can share tips and tricks on installation and expansion using the product they purchased. From a website marketing standpoint, you are now creating content that can be promoted on your website, through published and promoted articles, podcasts, video demos, etc. all while offering your customers valuable information and time or money saving ideas.
Trevor Walter - Freelance Marketing Group, Inc.
