Filtered by: VAR Tips and Tricks
The hot new paradigm that is propelling the growth of the Internet today is social networking. But the social networking movement is not all fun and games—the same trend is remaking the way businesses are marketing themselves and promoting their products and services.
So, your company has been hit with some not-so-great customer feedback? Well even if you’re feeling slighted, it’s important to remember that however imperfectly, rudely, or crudely it may have been expressed, negative customer feedback is actually a vital source of business intelligence.
Although it may make sense to redouble or rejigger your sales focus in response to evolving circumstances in your business or in the market, it’s important to make sure that you’re allocating resources in a smart, targeted way.
Most VARs serve clients at every point on the size spectrum, ranging from small local businesses to larger corporate accounts. For the most part, this kind of diversity in your client base is a positive thing. But if you’re looking to bolster your business with a few high-value clients, it pays to know a few tricks geared specifically toward snaring major corporate accounts.
These days, the traditional business model of focusing on one-time transactions is rapidly falling by the wayside.When it comes to cultivating long-term clients, referrals and word-of-mouth are the most effective tools you have at your disposal.
In times like these, slashing prices can be a tempting proposition, especially in sectors where there may be little else to differentiate your firm from its competitors. But according to a number of leading IT sales gurus, you should consider trying to boost your firm’s perceived value before you resort the last-ditch effort of cutting your rates and fees.