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Business Prescriptions: Sales and Marketing Consulting Firms

We do not need statistics to prove that one of the many reasons why newly established businesses fail is because they, first and foremost, do not understand their market. Venturing into unfamiliar markets involves more risks and uncertainties than that of what a businessman is comfortable with. However, there is no need to fret and get into panic attacks as sales and marketing consulting firms help businesses swim, not sink, on unknown waters.

The need for sales and marketing consulting firms is greatly evident among foreign businesses, who are trying to penetrate the Asian market. With the recent global financial crisis and a declining hegemon on the west, the far east has become more appealing than ever, especially with the rise of China as a great power in the region and as a huge potential market. However, foreign businessmen, with their knowledge and experience with the markets in the western part of the world, are totally impaired when it comes to dealing with the markets in the Asian region. Sales and marketing consulting firms become their eyes and ears as these firms collect and filter information that may prove to be crucial in the decision-making of businesses in establishing themselves here in Asia.

Sales consultants, for instance, do not only have the function of selling products and services to clients and companies but also have the function of understanding and identifying their needs. They serve as a guide in terms of what goods and services are really need by their clients. Being a sales consultant therefore goes beyond merely selling products and services. They ensure that the services and the goods being received by the company are necessary for it to grow and flourish in the market. However, to further accomplish this objective a sales consultant goes hand in hand with a marketing consultant.

Venturing into an unknown market requires a company to know their consumer and their behavior. This is where a marketing consultant comes in. A marketing consultant does the research for the company and tries to identify who their target consumers are and how they behave. Marketing consultants not only gathers information but they also try to understand what motivates consumers to, for example, purchase a product; and then create a specific strategy or approach, tailored to the needs and nature of the company, on how they should sell their products.

So, why do companies go to sales and marketing consulting firms exactly? Aside from the bottom line, these consulting firms help foreign companies in the Asian market by making sure that their resources will not go to waste, but instead be focused on opportunities that would bring greater returns and growth to the company. This will then prevent the company from incurring unnecessary losses. These firms also help foreign companies realize and gain advantage against competitors in the market. Lastly, sales and marketing consulting firms help develop employees and personnel in a company to acquire important skills. In a nut shell sales and marketing consulting firms provide business prescriptions that would help foreign companies become lean and mean business machines in Asia.

The Sales and Marketing Dead Fly Discount

Few months ago I had a rather interesting sales and marketing adventure at a local restaurant.

The short version of the story is, I went to a new bistro in town for a takeout cheeseburger, opened it up, and found a scraggly “deep fried” fly sitting neatly next to it, as if it were but an innocent parsley leaf.

And, believe it or not, we recently went back there.

Actually, my wife did. (I’ll never go back. Ugh.)

Turns out her love for good fish (which they are known for) trumps even the fly incident.

Why am I telling you this?

Because when she called her order in, she made sure to speak with the owner and re-tell him the fly story from before (his reaction last time was, “Oh, that’s a first”, with no apology or so much as a gesture to make it right).

And this time, he DID apologize.

In fact, he said my fly story had gotten around town and he’d spent a bunch of money putting things in place to make sure it never happened again. And to try to make up for it, he even gave her a discount on her order that day (what I now call “the dead fly discount”) to boot.

Anyway, long story short… she tried the fish.

And she LOVED it.

And despite the owner falling FAR short of what he SHOULD have done to make the situation right (in my opinion), she’s gone back there every Friday since — 3 times in a row now. Even with that whole fly fiasco fresh in her mind. And even with me making obnoxious fly jokes with every bite.

OK, so what’s the moral of the story?

Probably there isn’t one.

Except that, maybe an excellent product really WILL cure a lot of business “sins” after all. Even the nasty ones that’d normally get you run out of town.

Just a little food for thought.

The Magic of Insanity in Sales and Marketing

Never thought I’d admit this, but I think I’m insane.

At least, according to this popular definition bandied about by a lot of sales and marketing “gurus”:

“Insanity is doing the same thing over and over again and expecting different results”

Hmm.

I don’t know about that. In fact, I have the exact OPPOSITE definition:

“Insanity is NOT doing the same thing over and over again and expecting different results.”

Let me explain my “madness” here:

I don’t know about you, but I’ve found stubborn repetition, ESPECIALLY when you don’t see immediate results, essential to succeeding in almost everything. For example, things like…

1. Repetition of learning

I’m a BIG believer in consuming the best books, CD’s and courses 10 times, minimum.

It’s one of the big “secrets” to learning something not only very quickly, but at a much deeper level than your lazy competition ever will.

2. Repetition of following up

Some people think it’s nuts to write a DAILY email.

Yet, ever since doing so, my sales have exploded, most of the do-nothings have unsubscribed (or I unsubscribed them), and I get FAR more new client inquiries, and other cool opportunities I never would have gotten otherwise.

Doesn’t take a sane man to know one single email didn’t get those results.

3. Repetition of good habits

Imagine eating ONE good meal or exercising just ONE time and expecting to feel and look great. Maybe I’m crazy… but to me THAT would truly be insane.

4. Repetition of doing what works

Lots of marketers get bored of their own ads, or of selling the same product that consistently outsells other products, and then wonder, “What happened to sales?”

Maybe it’s just me, but that doesn’t sound “right in the head.”

5. Repetition of words

When you repeat certain words in your ads, speeches, videos, etc, in a very specific way, you’ll find people have a very, very hard NOT listening.

And no… there’s nothing “voodoo” going on.

But if you read great speeches, ads and other persuasive messages, there’s a certain repetition of thought at work.

6. Repetition of attitude

Even a lunatic would agree having a positive mindset helps you better cope with life’s curve balls whizzing at your head.

Imagine the insanity of not keeping a good attitude just because it didn’t “work” the first time?

7. Repetition of action

Let’s face it…

A lot of success is just showing up — ready to work. Of course, if you only show up to work on your business one day per year, because, you know, that last time didn’t produce any sales, I think we’d have to call the men in white coats on ya.

Anyway, as you can see, there’s power in repetition.

Of doing the same things over and over — immediate results or not.

Which is why, in the “asylum” I call my mind, it’s the popular definition of insanity that’s really insane.