Fundamental change in marketing strategy

[Leo Mennitt]

A content rich marketing strategy that understands and reflects your clients’ needs creates a real competitive advantage. This is a fundamental change in strategy that moves away from the product/service pitch to engaging your base and setting your as a trusted advisor.

Being viewed as a source for quality information creates real value. We are all overloaded with vast amounts of fragmented information and bombarded with sales messages. It is amazing the efforts we go through to qualify information and to

avoid sales pitches.

[Joseph Roman]

Hi Leo,

What you are referring to is what we call the shift from "Factory out" selling strategies to a "Customer In" approach. We have specific training courses that teach both sales people and managers/leadership teams how to get into this type of mode. We have the details on www.AccelerantTraining.com and I'd be happy to share more of this with NJTC and any of the members that want to chat about it. Thanks!
Joe

[Daniel Furrey]

Good Comments, Leo!

You hit it right on the head - "value" Assembling blogs or non-profit (online or in-person) groups to help disseminate accurate information based on experience in the industry.

My belief is in education. When someone reaches out to you "nagging" you for some information, take it as a marketing opportunity - not a sales opportunity. If you respond to their request in a "sales opportunity" frame-of-mind, they will sense it & eventually stop asking. Marketing is laying the seeds. Giving of oneself in the form of a colleague's technical education will resonate further & you will be viewed as the "technology geek" & then hopefully some day, that sale will mature.