When my current lease expires, if I trade in my Porsche Cayenne for a Cadillac, that will mean victory or loss for the Cadillac Porsche, right?
Anyway, when it comes to earning my business, and manufacturers are playing what is called a zero-sum game. If one wins, on the other hand, by definition, lose.
in the whole economy, there are examples of these events, pitched in the struggle for scarce buyers. And most of us are trained to think that we are constantly competing, whether you are a student looking for scarce "is"in class, or job seekers, the hunt for top positions.
However, the "new economy", and especially e-commerce, call the traditional "us-against-the-world" thinking into question. I, for one, am finding that most people and companies against whom I was that I was competing, just not a significant factor in whether I make a job or fail to make money.
Here's what I think. I consult in the area of customer service, telemarketing and sales. I offer keynote speeches, seminars, on-site development programs and a series of books, audio and video seminars seminars.
My techniques are quite distinctive, and while there are some clients who like all my stuff, and we are proud to become the "Goodman-term, most people do not rely solely on any source for its information. May they be hooked up to my programs, customer service, but happy to look elsewhere for their general sales advice.
Am I really compete against the alleged "gurus" who sells supplies such materials, especially because I have what I consider to be some pretty hot books and resources in this area?
Traditional thinking says firmly, "Yes!" I should be happy with just a part of my client's investment in training tools. I should resolve to maximize profits by taking my whole pie for me!
After twenty years in consulting, I can tell you that this will never happen. For one thing, customers crave novelty. They grow bored with a single source, and sooner or later they want to hear other voices.
Instead of fighting this trend, which is what the "zero-sum" the competitor in me used to do, I'm more inclined these days to develop a lead sharing and referral program with others in the consulting and training worldwide.
In fact, now I'm interested in putting together relationships, where I serve as an agent or representative of the people I used to take into account that my direct competitors?
I see it this way. Even if we all had the same strengths and skills and price, our personalities would not be a perfect fit for every occasion. Add to this the fact that it is often easier and more credible in selling someone other than yourself, and you have a better recipe for success. Why rely on the same narrow range of ingredients all the time?
One final thought. I used to get leads from companies in which it was pretty clear to me that I really stretch to fit the description of what you are looking for. Instead of twisting themselves out of shape, now I see that I should try to identify someone who could be a better fit.
But in most cases, I'd bury the lead, rather than pass it along to my competitors get an advantage. I am sure that some questions simply not buy services from anyone, as a result. So, my "win-lose" mentality produced a "lose-lose"outcome. No one has done any work!
It does not make economic sense, and it's also bad customer care.
Today, I believe that everyone is better served by changing the point of view. We do not necessarily face a world of competitors, but the world of potential.
And what we're really competing against each other not the people or companies, but against an economic model based on scarcity, that just does not make as much sense as what we once thought it was.
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