Find Out What They Want ...

In business or even in your private life, communication is, of course, essential.  In her recent book, Relevant Selling, author Jaynie L. Smith makes this point again and again.  She is mostly referring to business and sales but here theory works in everyday life too.

Her point, as I understand it, is that you must know what your customers value about your company and products or services before you can promote those values.  In other words, a business owner or manager must understand what attributes or advantages or unique skills about your company attracts customers and keeps them.  The only way to find out is to ask.

We in business can go on and on day after day telling our customers that we have the highest quality products or the fastest delivery when what they really value the most is friendly service.  We must ask by doing reserarch and by asking our customers what it is that they like.

Our upcoming Fluid Power Technical Conference will offer an opportunity to sponsors to ask these important questions of their customers, prospects, or distributors.  This two-day event will provide the networking time to our exhibitors for such interaction.

If your company sells fluid power components, consider joining us in June at the Milwaukee School of Engineering.  Please click here for more details.

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