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April 2024
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YOU MUST BE GOOD8/9/2022 I have heard this several times, and every time I know exactly what's going to happen next. But, your rate is high. But, I just don't think it's the right timing. But, we are having a major reorganization right now. But, we just hired two people full time for this. But, I just don't know if we have the budget. But, I can't guarantee you she would give you time to meet. But, I'm not the decision-maker here. But, we hired two consultants recently. But, I have to consult first, figure out what we want and get back to you. But, the Board decided we will do x,y,z first before taking this process. Excuses. Excuses. Excuses. When you don't want to buy, there are many reasons. Some are valid enough, and some are concoctions to get the person out of the door. It boils down to trust. For the seller, build trust no matter. Relationship comes first. If they're not the right buyers, walk away with your head high.
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3 WAYS YOU CAN HELP THE CUSTOMER NOT TO BUY10/18/2021 We are all buyers, clients, customers for various goods and services. Recently, I encountered three vendors for the service I would like to get. The three vendors operated in various ways to get the sale. The first one was the patient type and to a certain extent, the friend of the customer. He was understanding, knew his products very well, and listened intently. He was there at every stage of the process. During the final negotiation, he presented a impossible barrier for the customer to decide to buy from him. He wanted an upfront payment for the preliminary assessment so that he would know what solutions he can offer! The second one was also helpful in the beginning. When it was time to get serious, he pedaled back, wanting to build a more trusting relationship with the customer. He wanted to prolong this 'trust stage' so he would know that the customer will surely buy from him. Instead of presenting the most credible solution and addressing the need of the buyer, he wanted to 'test' the buyer first! The third one was a non-nonsense vendor. He stated his methods, prices, and his approach to the solutions. But at the earliest stage, he started criticizing the customer for the state of his affairs. He was also saying that after he was done with him, expect that there will be more work (costs) to be done. His contract was one-sided, all provisions pointed to his risk mitigation. All these three vendors were successful in helping the buyer not to buy from them. Their perspectives were self-centered- to protect themselves at all costs. Instead of helping solve a need upfront, they relied on their tactics and methods that backfired. Contrast to this one vendor. He didn't care about the trusting process, the 'fit' between customer and vendor, stated his methods and explained his fees. He was consistent, on-the-ball, and no drama. When the customer talked to him, he was assured, well-versed, and credible. He didn't promise the moon but the way he would approach the project was reassuring. The rest of the process was smooth and unencumbered. A trusting relationship is critical to any sale. But forcing the trusting relationship by rigging it do not serve the transaction. Building trust is about serving the needs of the client now (when he/she is talking to yo) and being consistent throughout all the stages of the sale. Is your process, communication, and projection pro-customer or pro-self-preservation?
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THE BATTLE OF THE CHICKENS12/12/2019 Deep fried chicken battle continues.
In the summer of 2019, Jollibee, which is the number 1 fast food chain the Philippines opened its first store in Edmonton. There was a hype amongst the Filipino community because it was their very own unlike the Canadians who simply couldn’t understand the whole point. In its opening, there was a 3-hour line-up with two big tents outside to shield the patrons from the rain and the cold. Last night, there was one or two odd Canadians that stood amongst the Filipinos. Either they are friends or family members and have come to love or appreciate the dishes and tastes that are uniquely from the country. We gave in to the craving and made some critical comments that can make it better. But yes, it reminded me of home. The Korean fried chicken had been a global hit ever since the craze became an obsession in that island country. They have the Korean Fried Chicken University and exporting the know-how and technology all over the world. This is worldwide domination. Who would have thought that KFC will be the number fast food in China of all countries in the world with its rich culinary heritage? Guess what, KFC however badly denigrated in North America is having its massive success in the Asian region. Popeyes are going Canadian with several outlets popping left and right in Alberta and other provinces. The Southern flavor attracts patrons who are not afraid to take some heat from time to time. What is the secret to this? The secret is understanding what makes a product appreciated by the locals, adjusting the flavor and making cultural appropriations in the right way. Massive advertising and also using local endorsers that can speak for the product. It is a tried and tested formula nobody could argue its success. The consumer is a global consumer. It is not a North American consumer, who is painted in one big brush stroke. We live in a global consumer society with heterogeneity and diversity as its highest state. There is always a consumer waiting to be converted. The battle continues........... |