How Industrial Marketers, Especially Resellers Combat Forced Commoditization While Standing Out From Competition
Sales and marketing professionals can stop being beat up on price when what you sell is perceived as a commodity. Ideas to position your solution so it is bought over anything else available on the market with this product differentiation strategy.
NORFOLK, VA (PRWEB) May 18, 2006 -- Buyers of industrial products and services are finding it easy to force commoditization as a tactic to drive down prices. Most sales and marketing managers see their selling professionals cave to price discounts instead of product differentiation. Newsletter readers of Inside Strategic Relations at http://InsideStrategicRelations.com/, discover 12 strategies to turn around forced commoditization with a product differentiation strategy for industrial marketers; here are four of those ideas:
1. Emotionally Tie Value To Each Benefit A Buyer Wants
Instead of just sharing benefits of ownership, tie them directly to a strong emotion or experiences the buyer wants. Sell what the buyer ultimately gains through a purchase from you and they will overlook similarities. Question to ask: How will a customer feel AFTER they receive certain benefits from your product?
2. Advocate For A Customers Best Interest During The Selling Process
Invest extra time up front to make sure a buyer gets exactly what they need for their particular situation. Use analysis or consultation to develop a vested interest in ordering from you because you are looking out for them even before the sale. Question to ask: How can you make a customer BETTER for doing business with you over anyone else?
3. Give Customer Competitive Edge Because They Bought From You
Help your customer get more from your product after the sale, engage them in usage support that gives them an edge. Provide follow on service designed to help customers reduce costs, increase efficiency, or sell more of what they offer. Question to ask: How can we HELP customers create extra value AFTER the sale?
4. Out Market Your Competition By Being Everywhere Buyers Are
Be in front of every buyer in your market place every month, positioning your company as the leader in your field through demonstrated value. When you are known as a quality provider, prospects will come to you first before looking to the open market. Questions to ask: How can we REACH more qualified buyers in our market place?
Inside Strategic Relations is the only e-mail newsletter for business-to-business sales and marketing management who are determined to create and keep profitable customers. You'll find more product differentiation strategies in the latest issue that you'll receive when you join at http://InsideStrategicRelations.com/ before the end of May.
Even if you are one of hundreds of resellers in your market place, you can turn your commodity product into an in-demand valued solution. You don't have to play the price game with customers, unfortunately many selling professionals don't know better. Take these ideas to your next sales meeting, marketing campaign planning session, or training session.
Publisher/Consultant Justin Hitt Available For Interviews. Media review copies and specialty articles are available upon request.
CONTACT: Justin Hitt, Phone: +1 (757) 282-7779
Dept ISR, PO Box 8874, Virginia Beach, VA 23450
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