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Let’s Get Personal

personalized insightLast blog, we talked about the value of delivering insight and how it needs to be tailored to the specific client you are working with.

The best of all outcomes are achieved when you, as a serving professional, actually co-create insight that applies to a specific person within the client. It applies to that person and what they are working to achieve. It applies to that specific person and where they are in the client decision-making process and the progression of that process. This personalization is the most powerful connection that you will make at a client.

Think about the person you work with in a client-company. This person has specific needs and objectives that are unique to them. You have the opportunity to help them in ways that go beyond the overall business aims of their company. How can you help them do their job better? What constraints are pushing on them personally? What obstacles can you help remove? Can you help them meet deadlines? What information can you provide that impacts this person, not just this company?

This connection came to a clear understanding when calling on “Jim”, an engineer at a medical device client that we had been serving for years. Jim was a young father of 3 with his oldest son just turning 10. In this case, Jim was involved in the software creation of a new medical device that was due to market in the next few months. He had used our products and software tools to develop their end-products on many occasions. This time out the pressure to get the product to market was particularly high.

Added to the work pressure was the fact that Jim had just volunteered to coach his son’s soccer team. And that was a BIG community involvement in this case. We listened carefully to the conflicting needs for him to push to work overtime AND at the same time to coach his son’s soccer team. Our team had multiple solutions. We arranged for an outside consultant to assist in the project. We also coordinated our own technical experts locally and from the factory across the continent to help create the framework for the software and provided key sections of pre-written software code to address some of the special functions needed. We assisted further by helping with the quality assurance and compliance testing needed to get this medical device to market perfectly. On the personal side we were able to reach out internationally and connect Jim with a youth coaching expert that one of our European team members knew well.

In this case we delivered highly personalized insight and solutions that helped our client meet his corporate mandate and see through his personal commitment to his son. That’s how you work with your client to truly make a difference.

Insight is good. Personalized insight is invaluable.

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One thought on “Let’s Get Personal

  1. Mitch, great material and I commend you on continuing to educate the sales industry on the shifting dynamics that help us all become relevant to our clients & customers. Your insight over the years has helped me pour a foundation that enabled me to lead sales teams to sustainable and differentiated results. Thank you for encouraging us all to continue to become experts in our field and becoming more valuable assets for our customers. You have motivated us all to make each other more valuable in our profession and I am going to breathe life back into my own website & blog. I welcome your readers to visit http://www.selling4sales.com and I appreciate you leading by example as to how we can continue to make a difference for our profession, our customers, and ourselves.

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