Chief Operating Officer
Often times, as we explore new sales strategies, we get excited about the possibilities to offer a bunch of new products and solutions to our customers. The more the merrier, right? Well, that may not be the correct answer.
As we head into the spring months, I challenge you to focus on your core competencies and work on a growth strategy based on what you do best. What advantages do you offer over your competition other than price? What can you highlight and what value-added services can you bring to the table that set you apart from your competition? Yes, the price is important, but someone is always going to come in and do it cheaper. Come up with a laser focused strategy that is realistic, obtainable, and one that is guaranteed to complement your strengths. Many small wins are much better than an occasional home run.
If you are reading this article, that means you have a strong company and have survived some hard times. Your company has its strengths and is good at something. I encourage you to go back to your roots and begin growing from there. You may not be able to do it exactly the same way you have always done it, but a new spin on an old product or process just may be the ticket.
This article originally appeared in Modern Memorialization, Trigard Memorials' weekly electronic newsletter featuring information for the funeral industry. Sign up for your free subscription at http://www.trigard.com/thursdays.