What could you learn from your suppliers?
18 August 2010
Sales Tip 18th August 2010
What could you learn from your suppliers?
Time to read this section 60 seconds, time well spent.
Donald Cooper emailed me this Sales Tip the other day, and I thought it was a really valid point, especially for those who deal with retail customers.
Donald had a friend visit his cottage last weekend who supplies fashion accessories to 100s of retailers across North America. She's a sharp, experienced and insightful business woman, who has seen it all. He asked her how many of her customers ever ask for her thoughts, ideas or general input on how to run their business more effectively, improve their merchandising or market more creatively...and her reply was that in over 20 years, it has never happened.
Lots of businesses survey their customers to find out how to improve...but very few ever think to ask their suppliers. This is nuts!
I suggest that you sit down with at least one supplier a week and ask them for their thoughts on how you could improve your business, your products or services, your technology or market intelligence in any way.
What do they know about market trends or best practices in the industry that you don't know? How could they help you with product knowledge, staff training, system integration, or improved processes? Ask them if there are any special offers, additional discounts of other buying opportunities that you've been missing out on.
If you're looking for great new staff, find out if they know of any star performers in your industry who are unhappy where they're working now. Find out what new things your suppliers are working on and ask to be the first to see new stuff. Offer to test it out for them.
Suppliers love that and you get a head start on your competition. When we listen to our suppliers, two things happen. First, we learn from them...and, second, we honour them. Both of these are good. Most of your suppliers will be delighted to help you.
It's how they add value to the relationship...unless, of course, you're one of those many businesses that beat up their suppliers so badly on price that they wouldn't help you even if you begged. If you're one of those, consider the value of a true partnership with your suppliers, rather than what you're doing now.
For more from Donald Cooper, or to contact him about his Key note presentations (well worth getting along to!!), please visit his website www.donaldcooper.com
20 August 2010
Paul
What a great article! When I was a Rep, I had so many simple free ideas on how to increase sales.
Who-ever listened and implimented the ideas got great sales increases, but most customers where like the ones above and just wanted to place an order!
That was the most frustrating part of being a Rep, knowing you can help and trying to tell them how, but just not getting that support.