In the simplest terms there are two categories.Those willing to embrace technology and those who are not.In even simpler terms, those who embrace technology equate to 25% of UK businesses. The other 75% will only do something when it is absolutely necessary. We show you how to win your fair share of new business without it costing a fortune and without having to become a technology guru.
Whilst it is easy to identify your competition, say in the Yellow Pages, you need to think about what your customers think of you and how loyal they are when it comes to how your efficiency affects their business. If on a personal level we require instant gratification and an instant response to any problem that may occur why would your customers view you and your business any differently?During the 80s, when a business received a letter, it was acceptable for the response to take at least a week and sometimes more.As fax machines became more widely available the expectation was reduced to a week; nowadays the customer's expectations have reduced this to the time it takes to send and receive an email and then the customer expects a personalised response.
In today's competitive market place our customers expect us to be using the latest technology in order to provide them with the level of service they expect.Businesses resistant to deploying new technologies will be overtaken by the forward-thinking companies, who have chosen to think differently.The organisations that will succeed will be those that embrace technology as the catalyst to change radically their working practices and interaction with their customers and not those that simply deploy technology as a means to do the same work a bit quicker.
Show me the money!The vendors must stop selling and start learning. Learning about what matters to business, learning about how the business actually makes money and how they can help.Businesses just want to know how to make more money, more quickly, more efficiently and with less stress.
The pace of change in business is accelerating and therefore businesses must deploy technology for competitive advantage, but only user acceptance will define whether a business will use systems successfully or not.Equally, business owners owe it to themselves to embrace technology and start demanding that the salespeople present their wonderful new systems in terms of what it can do for their companies and not what it can do for the vendor's targets.Get them to accurately present the return on investment no matter what the product or its features. The R&D departments designed the equipment or systems to make money so press the salesman to come up with the information.Make their targets depend on it; if they can’t explain the ROI, find another company that can!