Huh? What have I been doing all my life? Presale and scramble to deliver as promised.
What happened to under sale; over deliver? The truth that was presented to me lately seems to be over sale and then over deliver (not just deliver)!
“An entrepreneur is one who sees the needs of the consumers and goes about fulfilling that need, using the available tools and resources. In the process he makes a tidy monetary profit, but also gains other non-pecuniary benefits like satisfaction in serving his customers.” So, going by the definition of entrepreneur, the statement seems to find its light! Always sell with your draft; never sell with your finished article! It is way too risky to finalise before selling especially in this era where changes happened only too fast.
You do not want a finished article that lost its demand (relevance) when it is ready; Communicate with your Client is the KEY. Constantly test the market for the relevance as you buy or make. Know your client and know what he wants. Your WHO is the single most important key in Business today.
Sell on strength; buy on weakness? Obviously.
The Jewish wisdom that I adorned from the Frog in the boiling water or even how the first Hilton hotel came about are all build the platform of sell first and sell on strength. It is always rosy and comfortable for you to come in then it is Rock and Roll; just like the Eagle’s Hotel California “You can checked out anytime you want; but you can never leave!” Haha!
But you are not worse off anyway – Win-win… you just need to lead them to see it, at last at least….
To sell on strength, we must clearly encapsulate our strength in words and here is my little sharing:
“Let’s put it this way, we are your convenience choice but not your best choice…” I couldn’t believe that these words are uttered from my mouth. I am so disturbed that I have 10 minutes with my core team at SUB-C analyzing it…
Are we the convenience choice? Aren’t we the best?
I was told that we are not the best because:
- We lack experience thus error prompt… that’s not something we can do but something we can definitely learn and earn through time and exposure…
- We lack manpower or rather quality time to deliver quality work….we take on too much (hey, isn’t that the way to gain experience?) I hope we are not looking at return now, are we?
- We lack belief in ourselves? We have people that don’t believe in being the best or even being the most convenience… team not complete? Rotten apples somewhere… we need to stop rotting…
We can be Starbuck… yet we don’t necessary serve the best coffee!
In the heat of my 10 minutes, a comforting voice intervened, “We use technology thus communicate better. We chase the work with urgency and ownership…”
Be hold for the “CA Difference” in 2009, our measurable uncommon offering!
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