This article is written and owned by Marilyn Ellis
Why is your business not producing the results you want?
Perhaps it is your lack of understanding about the two
basic business models used today. Do you know the
difference between a Business to Consumer model and a
Business to Business model. Which one are you and is it
the right one for your business?
There are basically two kinds of businesses - 1. Business
to Consumer and 2. Business to Business.
Business to Consumer is the model that we all have the most
experience with and the one that causes small businesses
the most trouble and confusion. Business to Consumer is
the Retail model and is based soley on product, pricing and
convenience. Quality is not as important as a quick fix
for a short term problem. You need a new suit, you are
hungry, you need a new dishwasher. Choices are usually
easy and quick. That’s great for large department and
discount stores as well as fast food chains. Consumers
want a quick in and out experience. One day, a certain
store will be closer for that quick fix or having a special
sale on their merchandise. The next day, another store may
be more convenient and offer a better price. There is
absolutely no consumer loyalty and not much of any repeat
business. Pheir profit comes from volume and short term
sales.
Can you see what a dead end street this is for your
business? First of all, it’s tough to compete with larger
competitors who can offer low pricing and have deep
pockets. You are out of your league and will always be
scrambling for more business.
If you have been struggling under the Business to Consumer
model and are wondering why,? - you have the answer now.
You are a little fish in a very big pond. With this model,
that is all you will ever be.
The Business to Business model is the one you want. This
model doesn’t focus on quick sales. It has a slower buying
process because Business to Business is relationship based.
Your “bigness” as a fish in this pond is your reputation
for service and quality and even more importantly, your
FOLLOW UP. Your goal is to build trust and to make the
customer happy. You want your customer to feel loyalty
toward you and what you sell or do. This will produce
longevity in your business and repeat customers and
referrals. It will take time. Business building is not a
sprint - it is a marathon! Pricing and convenience are no
longer the main criteria when you have built a trusting
relationship. Did you just hear that? They know you, like
you and trust you. They really don’t want to look any
further for a solution to their problem. You solve their
problem without worry. This is the foundation for business
development and growth - not hit and run, one trick pony
selling! Now you truly have no competition. Once you get
that concept, your efforts at building client
relationships will grow quality referrals and lifelong
business relationships. This must always be your goal.
—————————————————-
Marilyn Ellis,”America’s Organizer Coach”, Author, Speaker,
Professional Organizer, Business Development Coach. Her
focus is on Small Businesses and Entrepreneurs. If you are
stuck on the rocks, lost in the fog or surrounded by
sharks, she will shine her harbor light on you. visit
http://www.lighthouseorganizers.com to receive a free
report and/or to purchase her books.
0 responses so far ↓
There are no comments yet...Kick things off by filling out the form below.
You must log in to post a comment.