Corporate Culture and the Small AskBy David Stein on March 11, 2010 in Uncategorized
Everyone at your organization who interacts with customers or potential customers is responsible for creating a customer first corporate culture. It’s not just the responsibility of your customer service people.
Many sales people believe the key to success is to be very aggressive – to push hard, and have a big “ask”, before they have established a trusted relationship with their potential client.
The principle of the “Small Ask” works in reverse:
- Care about the problem your prospective client is trying to solve.
- Think about an approach that is in the best interest of the client. One that mitigates risk, and builds confidence in the shortest period of time.
- Start with a smaller deal that gives you the opportunity to build a relationship, and see the potential your solution can deliver.
This approach is not commonplace. Many buyers will be shocked by your less aggressive approach and actually embrace it. Many sales managers may also be surprised, and ask, why aren’t you going for the jumbo, enterprise deal?
By going against the grain in the short term, you will have to opportunity to quickly build a relationship, establish value, and grow the deal size significantly over time. In today’s challenging and cynical market, an approach and a corporate culture that really puts customers first can be a powerful source of competitive advantage.
The secret of man’s success resides in his insight into the moods of people, and his tact in dealing with them.- J.G. Holland