Businesses exist to make money and along the way hopefully bring some good to the World. Whether that’s supply quotation management solutions, send a chap round to mow your lawn, print your logo on mugs, etc.etc.
At the moment, I’m really enjoying speaking to a number of existing clients about the solution we provide (in some cases 7 years ago) and get a buzz from hearing them talk about how it’s helped their business thrive.
I often ring up, out of the blue, and spend 5 minutes on the phone talking with them about their/our business and the weather, price of eggs and fuel prices. I don’t think I’ve had one call from one of our clients, maybe they actually don’t like us(!), for similar and wonder if what we’re doing is actually pretty rare? I started this a while ago and do it more following a blog from Richard Tubb (@tubblog) about his phone experiment. I might do it to 2 or 3 clients a week, which takes no more than 15-20 minutes out of my working week. I find that people are quite receptive to this and willing to make the time.
Simply put, I think speaking to people when you’re not looking to sell something should be part of your relationships with clients.
Whenever I receive a cold call, I try my best to understand what they’re providing and engage with them about what it would offer. The vast majority of the time, it is either not relevant or we’re happy with our existing solution; but it would be fair to say we’ve bought products/services that originated from a cold call. My colleague handled a call for loft insulation last, the fact that he lives in a ground floor flat was quite amusing!
With our quoting solution, a lot of our clients are IT/MSP companies and the majority are using Real-Time Pricing and Availability integration with UK distributors. We often get feedback from our existing/potential clients as to why we don’t have DistiA or DistiB in the list (currently supporting Ingram Micro, Computer2000, Westcoast, Northamber and EET).
One of our goals is to make it easier for clients to source products using Etilize and then get pricing and availability. Over the past year or so, we’ve created relationships with Westcoast, Northamber and EET as they all saw the value in this integration. Since integration with Northamber was available and advertised, over 50 new accounts were created with 4 days, directly due to the integration with QuoteWerks.
Simply put; if you’re a disti, you stock the item and you’re not in the list below, you’re making it harder for people to buy from you.
Unfortunately, I had a disappointing chat with a distributor today about getting them in the list.
The call which they made to me following an enquiry (a week ago..) I made on their website, lasted about 4 minutes and didn’t cover the benefits for them. New integration =Established companies will create an account if they didn’t have one already. Additionally, if they have a better price or it’s in stock companies might buy from them instead of someone else. Finally, the fact it would cost them nothing.
Not discussing the above wasn’t through lack of effort on my part, but simply (from my perception anyway) that the answer was probably no before the call was even made. We know the ability to do this exists with the disti involved so it’s disappointing for us, and for our clients, not to see a mutually beneficial integration come to fruition.
If you work heavily with a disti and would like to see them integrated with QuoteWerks, please contact them and ask them to get in touch with us.. they seem not to want to talk business with us as we’re not account holders with them, would never need to be so and if it doesn’t involve a product sale at the end of the call.
I like to provide solutions. It’s disappointing when others don’t.
QuoteWerks Real-Time Pricing