As spring turns into summer, we can’t help but ask how does your garden grow? Whether it’s flowers, fruits, or vegetables, it’s a slow process. Often, there’s planning, fertilizing, selecting the right seed, nurturing the sprouting plants, watering, pulling weeds, and then, over time, enjoying the bounty of the harvest.
In the world of sales, instant gratification is a rare phenomenon as well. Many products and services, such as RSA’s production print software, require a longer sales cycle, and patient nurturing is needed to achieve a bountiful harvest, or in this case, a sale. Let’s examine how selling production print software such as RSA's WebCRD, QDirect, and ReadyPrint, for example, is the same as tending a garden, and how cultivating customer relationships can eventually lead to a rewarding outcome.
- Select the right seeds. Just as a gardener selects the best seeds for their garden, selling production print software involves identifying potential customers who are a good fit for the product’s capabilities and benefits. By understanding the specific needs and goals of each customer, you can tailor your approach to build a strong foundation with them for a successful long-term relationship and future sales.
- Plant with care. Once the seeds are selected, it’s time to sow them into fertile ground. When selling production print software, that means introducing the software’s features and potential benefits to the client. Effective communication and education about the product’s value proposition are crucial at this stage to sow the seeds of interest.
- Nurture growth. Just as plants require constant care, ongoing nurturing is essential to ensure success during the sales cycle. Sales professionals must provide continuous support, answer questions, and address concerns. Remaining in regular contact with clients and demonstrating a genuine interest in their success helps establish trust and cultivates a strong working relationship.
- Water with knowledge. Water is essential for any garden, and knowledge serves a similar purpose in the sales cycle. Stay up to date with the latest advancements and trends in the production print industry and your customer’s businesses. By sharing relevant information and demonstrating expertise, you can nourish the relationship and strengthen your position as a trusted advisor.
- Prune and weed. Just as a gardener prunes and weeds their plants to ensure optimal growth, assess and refine your sales strategy periodically. Evaluate the progress made, identify potential roadblocks, and make necessary adjustments to keep the sales cycle on track. By eliminating inefficiencies and addressing concerns promptly, you can create an environment conducive to growth and success.
- Wait for the harvest. Patience is a virtue when gardening or selling production print software. Although the sales cycle may be long, persistent efforts will eventually bear fruit. By maintaining regular communication and delivering exceptional customer service, you can remain at the forefront of the prospect’s mind. When the time is right, the seeds you planted and nurtured should yield a fruitful outcome, resulting in a successful sale.
Selling production print software may not offer an immediate payback, however, nurturing relationships and carefully tending to them will place you in a stronger position to enjoy the fruits of your labor than a sales professional who fails to invest the time and effort or has the patience to do so.
Engage RSA's Growth Experts to Plant Your "Seeds" for Future Harvesting
Selling production print software may not offer instant gratification, however, nurturing relationships and carefully tending to them will place you in a stronger position to enjoy the fruits of your labor. RSA's growth experts can provide you with powerful tools to identify the right seeds, prepare for fertile ground, and to nurture opportunities to close with a bountiful harvest.