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Casual Articles - How to Sell Enterprise Resource Planning (ERP) to Small and Medium Business (SMB) Clients
Don’t spend too much money and time developing psychological profiles and conducting research of competitors, or allowing inside executives to invent colors that would make them feel good about the company. It’s more important to connect your identity to your customers and what you can do for them. Therefore, your design style, look and feel, photography, and all other visual design elements that represent your company’s identity should start with your customer. Does your company’s visual identity make a meaningful and relevant connection with your customers? Does the style or font and color treatment reflect the industry or style of business and products and services you offer – including perhaps how they might be used by your customers?Let’s say you run a business that specializes in artist supplies and tools. You might agree that to make a good connection with customers, your business identity should have a logotype style that appeals to and resembles artistic styles that are familiar to that audience. A creative, colorful, and artsy image would seem most appropriate. But imagine that your artist supply store had something like the big blue striped “IBM” symbol on it. The IBM logo is so
4. Enterprise Resource Planning (ERP)
Superior Industry specific ERP template – It no problem to stand up and say: I believe that this is the right solution for you dear customer. The king of functionalities – This is it, I’m still amazed when I make new discoveries. ERP covers the latest best practices and process need for a specific sub industry.
The best documented system – this is in fact a unique selling point. You will get all the support you can get – Some of my colleagues just have to learn to ask within our organization or ERP politely. Just ask politely and you wil
Letterhead printing is a fixed system used by business or professional organizations on their campaign. It shows up the logo with the address of its respective companies on the top. In the modern world, usual letterhead prints are being made using laser and inkjet printers.Letterheads are the ones that are pre-made on business letters which carry the logo of a particular group; this can also be evident on letters handed out by institutions, banks and other common letters you see everyday.A standard letterhead size is 8-1/2 x 11 inches. They are widely being used widely for business purposes, having a lot of emphasis on the title symbol, originality and will have a lasting intuition on clients.In importance to corporate stationery is its identity, it needs to be consistent. Also, the information needs to be readable with the following information; phone, address, email address, fax and all other contact information if available.Logo Design principleIf you are still new to your business, having to acquire or make your own logo is critical, Logos represent your company or organization and carry your sincerity and credibility. Letterhead prints can never be technical
Big competition –The SMB market is characterized by a lot of competitors, who are trying to be market leaders. The competition is tough and we have to fight hard to get a sale.e
Little earning – At the same time, it’s a market that gives us a little earning. It is very hard to drive a consultancy firm living only from the earning from small a midrange customer.
Decision making about 1 year. The decision making does not come overnight. You have to have patience and ensure awareness. You have to keep pushing the same winner buttons: branch specific, state of the art solution and low cost price.
? day to convince the customer. When the SMB customer wants to se you be sure that you are on immediately available. The SMB company doesn’t wait for you. You got typically ? day to get yet another invitation into the world of the SMB company and to get the sale.
This leads and trigger white lies – It’s a hard market and we all know that when we’re pushed enough we start to make our little white lies. So everybody without exception makes these white lies or conceals the truth.
2. The characteristics of the SMB customer
Hardworking – They work 24x7x52. They know more than anybody that success in the SMB market requires hard work
Humble – They have a very humble approach to the way of running business.
Proud – They have built their business and are proud of it and remember we are only invited into.
Simple minded – they just love simple solutions. Often they cannot afford the luxury of endless meeting to make decisions
They know the art of survival – They know more than anybody the art of survival. The must be flexible and continuously change according to their business environment
Their business is their life. Once I heard a sales man propose daily fines if we didn’t succeed in meeting the go life deadline in time. He didn’t understand that they were more concerned about surviving the implementation. An implementation drains the business for energy and if its fails it will kill the customer.
3. SMB customer’s perception
It’s legal to say that Enterprise Resource Planning (ERP) is not good – Even persons on the street seems to know. We’re working uphill right from the start.
Too big – It can be difficult to maintain the overview of ERP since there are too many functionalities and constant changes. However, it is necessary to understand what is available and how it can benefit them. On the other hand it takes the customer 5 min to ask for the very deepest functionalities the ERP system. I feel sorry for the other systems. They must give up much sooner.
You’re lost in the ERP system – Nobody seems to know what is going on, there are too many bad stories and you cannot control development.
Not user friendly – ERP much be repeated again and again. The new customers haven’t heard the good news. Too expensive – It is an old story. Now it is cost effective.
4. Enterprise Resource Planning (ERP)
Superior Industry specific ERP template – It no problem to stand up and say: I believe that this is the right solution for you dear customer. The king of functionalities – This is it, I’m still amazed when I make new discoveries. ERP covers the latest best practices and process need for a specific sub industry.
The best documented system – this is in fact a unique selling point. You will get all the support you can get – Some of my colleagues just have to learn to ask within our organization or ERP politely. Just ask politely and you will
If you are looking to save money then look no further than electronic billing or online billing--sometimes referred to as EBPP. National averages per call received in a call center or by a customer service rep can be as much as $5.00. Reduce this by 50% and you save a significant sum of money. The question is how to reduce the number of calls flowing to your call center? The answer: short and sweet, electronic billing or online billing.National statistics show that 60% of all calls to a call center are billing related. Questions such as, "Can you send me another copy of the bill?" "Why did my bill increase?" "I didn't get my bill" can send your customer service reps over the edge; however, when you use an electronic bill or online bill solution you will save not only your customer service rep, but also you will save your customers the pain of having to call and ask. You can also use your call center personnel for other more pressing issues. Overall online billing saves you money.A recent study found, "Between now and 2010, the number of users who pay their bills electronically will grow, by 75 percent, to about 47 million households, says Forrester Research Inc., an independent research com
This leads and trigger white lies – It’s a hard market and we all know that when we’re pushed enough we start to make our little white lies. So everybody without exception makes these white lies or conceals the truth.
2. The characteristics of the SMB customer
Hardworking – They work 24x7x52. They know more than anybody that success in the SMB market requires hard work
Humble – They have a very humble approach to the way of running business.
Proud – They have built their business and are proud of it and remember we are only invited into.
Simple minded – they just love simple solutions. Often they cannot afford the luxury of endless meeting to make decisions
They know the art of survival – They know more than anybody the art of survival. The must be flexible and continuously change according to their business environment
Their business is their life. Once I heard a sales man propose daily fines if we didn’t succeed in meeting the go life deadline in time. He didn’t understand that they were more concerned about surviving the implementation. An implementation drains the business for energy and if its fails it will kill the customer.
3. SMB customer’s perception
It’s legal to say that Enterprise Resource Planning (ERP) is not good – Even persons on the street seems to know. We’re working uphill right from the start.
Too big – It can be difficult to maintain the overview of ERP since there are too many functionalities and constant changes. However, it is necessary to understand what is available and how it can benefit them. On the other hand it takes the customer 5 min to ask for the very deepest functionalities the ERP system. I feel sorry for the other systems. They must give up much sooner.
You’re lost in the ERP system – Nobody seems to know what is going on, there are too many bad stories and you cannot control development.
Not user friendly – ERP much be repeated again and again. The new customers haven’t heard the good news. Too expensive – It is an old story. Now it is cost effective.
4. Enterprise Resource Planning (ERP)
Superior Industry specific ERP template – It no problem to stand up and say: I believe that this is the right solution for you dear customer. The king of functionalities – This is it, I’m still amazed when I make new discoveries. ERP covers the latest best practices and process need for a specific sub industry.
The best documented system – this is in fact a unique selling point. You will get all the support you can get – Some of my colleagues just have to learn to ask within our organization or ERP politely. Just ask politely and you wil
If you are running a mobile washing business you need to consider the importance of environmental controls to prevent dirty and polluted wash water from entering the storm drains. Not only is it the law but it is important for our Nations fresh water supplies.You may wish to know that solvents, like diesel fuel can pollute one million gallons of water with only one gallon of solvent. We run a mobile washing company and have put units in 23-states, our system blocks of storm drains and vacuums up the water for later discharge at a POTW, generally. However there are several different vendors who build custom units for us and others in the industry for various types of cleaning, such as rail cars, truck washing, washouts, forklifts and oil stains on gas station facilities.Generally it is our understanding of the law that no water may enter a storm drain. So if the water does not evaporate or is not flowing to vegetation and appears to be flowing towards a storm drain, water way, dry wash or gutter, it must be blocked and collected. And appropriately discharged to a sanitary sewer hook up or clarifier as available.Mobile operators need not spend huge amounts of money to protect the water
Simple minded – they just love simple solutions. Often they cannot afford the luxury of endless meeting to make decisions
They know the art of survival – They know more than anybody the art of survival. The must be flexible and continuously change according to their business environment
Their business is their life. Once I heard a sales man propose daily fines if we didn’t succeed in meeting the go life deadline in time. He didn’t understand that they were more concerned about surviving the implementation. An implementation drains the business for energy and if its fails it will kill the customer.
3. SMB customer’s perception
It’s legal to say that Enterprise Resource Planning (ERP) is not good – Even persons on the street seems to know. We’re working uphill right from the start.
Too big – It can be difficult to maintain the overview of ERP since there are too many functionalities and constant changes. However, it is necessary to understand what is available and how it can benefit them. On the other hand it takes the customer 5 min to ask for the very deepest functionalities the ERP system. I feel sorry for the other systems. They must give up much sooner.
You’re lost in the ERP system – Nobody seems to know what is going on, there are too many bad stories and you cannot control development.
Not user friendly – ERP much be repeated again and again. The new customers haven’t heard the good news. Too expensive – It is an old story. Now it is cost effective.
4. Enterprise Resource Planning (ERP)
Superior Industry specific ERP template – It no problem to stand up and say: I believe that this is the right solution for you dear customer. The king of functionalities – This is it, I’m still amazed when I make new discoveries. ERP covers the latest best practices and process need for a specific sub industry.
The best documented system – this is in fact a unique selling point. You will get all the support you can get – Some of my colleagues just have to learn to ask within our organization or ERP politely. Just ask politely and you wil
Have you ever made a bad hire and wondered how it happened? The resume looked good, the candidate seemed to interview well — he or she said all the right things — yet after you made the hire you realized you made a big mistake. How could that happen? What went wrong?Recruiting good candidates is not an easy task for any manager. The process is complicated. Candidates often know what to say and do to get the job. And the process is going to get more difficult.As the economy continues to improve, your current employees who were concerned about changing jobs during the recent recession are now starting to look for other opportunities. According to a recent America Online study, 58 percent of the 5,000 respondents said they may or definitely will start a job search when the economy improves. At the same time, the Bureau of Labor Statistics reports by the year 2010, we will be short 10 million workers in the United States alone.So what should you do? Make recruitment the focus of everyone in the organization.But just saying that everyone should be involved won't get it done. As with all things, when managers spotlight an issue and measure the results, good things often happen. So h
Too big – It can be difficult to maintain the overview of ERP since there are too many functionalities and constant changes. However, it is necessary to understand what is available and how it can benefit them. On the other hand it takes the customer 5 min to ask for the very deepest functionalities the ERP system. I feel sorry for the other systems. They must give up much sooner.
You’re lost in the ERP system – Nobody seems to know what is going on, there are too many bad stories and you cannot control development.
Not user friendly – ERP much be repeated again and again. The new customers haven’t heard the good news. Too expensive – It is an old story. Now it is cost effective.
4. Enterprise Resource Planning (ERP)
Superior Industry specific ERP template – It no problem to stand up and say: I believe that this is the right solution for you dear customer. The king of functionalities – This is it, I’m still amazed when I make new discoveries. ERP covers the latest best practices and process need for a specific sub industry.
The best documented system – this is in fact a unique selling point. You will get all the support you can get – Some of my colleagues just have to learn to ask within our organization or ERP politely. Just ask politely and you wil
You have a concept for a business, you have written a detailed business plan, and you have submitted it to literally hundreds of banks, financiers and venture capital companies and everyone has declined any further interest.You cannot understand why absolutely no one is interested in your business venture. After all your concept is unique and the financial statements that you have put together, as part of your business plan, shows that the proposed business venture is going to make millions of dollars.In the mind of any financier, be it a banker, angel investor, or venture capitalist, first and foremost is the qualifications of the management of the new company. The best idea in the world will not be successful if the management is not capable of implementing it.The first thing that a potential investor considers is the background of the proposed management.· Do they have a history of success in implementing new businesses?· What, within their background, will provide them with the expertise to manage the money that they want us to invest?If you and if you have any, your partners have little or no business experience, you immediately have two strikes against you
4. Enterprise Resource Planning (ERP)
Superior Industry specific ERP template – It no problem to stand up and say: I believe that this is the right solution for you dear customer. The king of functionalities – This is it, I’m still amazed when I make new discoveries. ERP covers the latest best practices and process need for a specific sub industry.
The best documented system – this is in fact a unique selling point. You will get all the support you can get – Some of my colleagues just have to learn to ask within our organization or ERP politely. Just ask politely and you will get the help.
Respect – Everybody respects the ERP system. We know and the customer knows that this is state of the art. Often it is chosen in the preliminary phase only as a reference system to ensure that the cheaper system is good enough.
You have to earn the trust – You don’t immediately have the customer’s trust. You have to earn it.
5. Presales issues
Do not only use salesman. You cannot sell an ERP system with PowerPoint presentations or CATT’s alone. The customer has met too many liars.
Trust – show the system. The customers want to see the system in action in detail! They want to see it before they can trust you.
Be honest so it hurts – You have to be very honest and that may hurts. Then the customer will trust you. The point is that you don’t have to lie. Remember that you have the best solution on the market in your hand.
Trust it. Show the pain points and challenges – Show that you know their business by indicating paint points and challenges that can be eased by using the system. Often they are amazing of the possibilities in the ERP system.
Emphasize template. Repeat again and again that this is a template and that the major decision already has been taken. We don’t need 1 year of analysis phase.
Narrow the scope down. Continue to control and focus on the scope to keep on narrowing it down.
Don’t make it bigger every time the customer has a question.
Fixed price – This shows the customer that you really believe in what you’re selling.
6. How do you present the system?
Trust – show the system, they need to see it working in real life.
Focus on enduser functions. When you show it, focus on enduser functionalities. Customers often have a perception that the system is very poor in this area. Even though you might think it is so simple, show it anyway. You get acceptance right away.
Start from scratch and build up the trust. Build a relationship of trust and a common ground of understanding from scratch.
Show simplicity – Keep it simple. Don’t show 8 different approaches to a problem. Show only what you believe in is best for them. Be straight forward – Show how easily the ERP solution solves even the complex issues.
Answer “razor sharp” every time – When you get a question, answer “razor sharp” every time. Don’t say: “well it depends”. What kind of functionality do you have in mind? You are the master. You are the one bringing in the best practice show it.
You must be the expert – The preseller must have basic SAP knowledge – he must even be a standard expert. Don’t sell programming in the presale phase. You will not get the sale.
Demonstrate excellence – Show that you control the system – not the other way around.
7. Case study
Big consulting firm visit – A customer initially had a visit from a big consu
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