Was it easy? Hell No !! Was it fun? Helloo Yes? Is it repeatable? Well we hope & we will see soon..
Sales is a function of how successfully you play these roles with & for your customer during this cycle of distribution.
1. Jerry Maguire - The Money Maker
The question is - is the value you create for your customer through your products & services helps them capture revenue/markets/customers effectively. If yes, you just landed on their revenue side of their balance sheet & subconscious.
2. Consultant - The Expert
Its strange that art of hunting stuff & material to read on business is available in abundance however most folks are guilty of ignoring and trying stuff on the field. Which is an expensive way to learn.
3. Consigliere - The Advisor
You now become an exclusive member in the trust network for your customer. Great opportunity to cross-sell & up-sell.
4. The Eternal - Loyal Friend
I do not know a successful guy/gal in distribution who is not a sheer pleasure to talk to & discuss things. They all have a broad smile & deep insights.
5. The ready to go - Team Man
You should be cohesive as one unit to achieve a focused business goal.
6. The Quintessential - Evangelist
The thing about enthusiasm & passion is that it is really infectious. As an evangelist you send a message and vibe to your customer that you care, it matters that you constantly look for improvements & listen to them intently.Their aspirations, needs, goals & metrics are yours and you will do whatever it takes to make them successful through your products & services.
7. The Broker - Mining Customer GOODWILL
91% of the customers say they will give referrals. Only 11% of salespeople ask for referrals. - Dale Carnegie
Distribution is vastly underestimated among startup success factors. Build it and they will not come. CLV > CAC (Customer Life Time Value > Customer Acquisition Cost )
But for whatever reason, people do not get distribution. They tend to overlook it. It is the single topic whose importance people understand least. Even if you have an incredibly fantastic product, you still have to get it out to people. The engineering bias blinds people to this simple fact. The conventional thinking is that great products sell themselves; if you have great product, it will inevitably reach consumers. This is plain wrong and path to failure.