Are You Too Late tin the Marketing Game?

When customers ask you for information on your solution it is too late!

If you are asking this question, then “yes” you are. 

Have you ever been in a situation where you find out that a customer is interested in purchasing a solution and you happen to have one that fits their need?  By the time you find this out, you will be playing catch up with your competitors.  In the world of social media, our prospects and customers can connect with experts, industry analysts and their own peers more quickly.    If you are not prepared for this your business will suffer.  So, how do you know when an opportunitiy exists before you hear about the opportunity?  You don’t.  The key is to build an army of advocates.  Advocates are customers of yours that not only love your solution, but are willing to tell the world about it.  They will defend you when others disparage the solution.  They affect more sales than any other group of people.  Peers trust their peers. 

Think about it.  When was the last time you made a large purchase?  Maybe a car?  Most people don’t just drive to the first dealership they see and order a car.  They talk to their friends, ask them how much they like their car.  They listen to industry specialists to understand the reliability of the car.  They may even listen in on a community site to get a consensus from many people.  But, the last thing they do is read a brochure or talk to the sales person at the dealership. 

Whether you are selling cars or software, your advocates are your best sales asset.  Don’t try to control them.  Empower them, keep them informed and let them loose.