Sell big with your customer support staff
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Barry Judge (BestBuy CMO) is undergoing a guaranteed-to-work experiment: To put his army of BestBuy blueshirts front-and-center with customers. You’ve probably seen the ads (in case you’ve been TiVo’ing so much that you’ve missed it, you can see the ads at the link above). If you are a partner, you don’t have to be a multi-billion dollar company to take a few pages out of Barry’s book and give some visibility on your web site or in your sales calls to your architects, engineers and support people. Simple things: Take their pictures, post them on your site and caption their accomplishments (certifications/tests, satisfaction) and prove to them how seriously you take customer satisfaction. |
If you are a vendor, you could make a very popular campaign to help partners showcase their great tech support. (It’s also a fantastic way to get away from hard-selling your own products and letting your leading partners tell their story first). If you feel compelled to bring your product into the mix, tell the story of how these great (tested/certified) experts have been brought up to speed on your newly launched GizmoTech and are ready to serve them (with you to back them).
Customers love to know that you’ll take good care of them and that you’re not just good salespeople, but good service people too.
I’m sure we’ll see big things from Barry’s experiment, and I think you would too.
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Categories: Strategy
Tags: Channel Surfing
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