After Sales to Future Sales

Yes, its what happens AFTER SALES decides HOW/WHAT sales will happen in future. Having closed the sales deal is easier part but what happens when the customer consumes our product or services, how we support, how we communicate, how we take care to see whether there is any problem or support needed with our offerings , how we hand hold , how our offings function , how it helped in solving customer problem or offering them required pleasure, how we stand by them for present sales or future need , how we keep contact with the customer etc. 

Every thing POST SALES is critical for long term survival of the company.  

Unfortunately most companies are focusing on pre-sales and sales efforts only. That's it. Short-term target -ism is so firmly in command that even CEOs are not beyond that pressure. Who will think LONG TERM??

Like feedback is the feeder for feed forward, after sales are efforts to make every successive sales easier. To existing customers and to new and referred customers.

Who is in charge of beyond QUARTER targets??

Sell on YOUR Strength , not compete on OTHERS'

Compete with your OWN strength. It means it does not necessarily have to have what our competitors are competing on. Our strength r different & so is competing style and capability. A beautiful female dancer can attract those  males who love dance so she does not necessarily have to look beautiful. Rest all will have to look beautiful to get attracted. Those girls who can cook tasty & variety of food can attract food loving male. Rest all will have to look beautiful to get attracted. 

Point is to find your own strength and you will have your own market /market share. In order to capture your market  focus on your own strength and find who are in sync/love with your strength. Rules of the game is not uniform for everyone. You can have your own rule and own way to market your strength (Product, services or time).

Customers are not UNIFORM however marketeers have treated them like that. Sell your strength and not try to compete on competitors' strength.

Dont Just Roam , Relax & Cherish too

Before I get down for the routine let me tell my readers that RISHIKESH (Uttarakhand) is the place u all must stay for few days, It has remained on the tourist map just as a starting point of CHARDHAM Yatra but if you don't stay there for a few days, you have missed a lot. River Rafting, (4 levels) ,  Trekking, Yoga, Meditation , Powerful Ganges, Evening Parmarth Niketan Aarti (Prayer), Hotels and Guest House with River View and Hills & of-course INDIAN Food. Its a perfect tourist place. 

I haven't seen in INDIA  maximum number of FOREIGN Tourists at any one place as they assemble at Parmarth Niketan Evening Prayers. 

We INDIAN Must learn to enjoy our holidays. We travel maximum places in short duration and claim to have seen so many places but without knowing or enjoying real beauty of places we visit. Our hectic life style in regular life has made us hectic travelers. We don't njoy and cherish,  we just count & like to tell others abt our achievement of finishing so many places in short duration.  We ROAM but don't RELAX or Cherish the places.

 

Deepavali Greetings - Spread HAPPINESS Create MEMORIES !!

Festivals of Light i.e. Deepavali, 


Celebrate with yr loved ones and spread happiness among yr circle of influence. At the end of the day its Memories that lasts,  everything else fades. Memories of time spent with family and memorable experience offered to customers. 


I will be on Holiday and will come back from 15th Nov 2010.


Till then Cheers and all the best for New Year.

Whom shall I offer WOW !!! Experience

Who needs Customer DELIGHT Most:


1) Health Care Customer - Most delicate condition , immediately noticed 
2) Confused Customer - Happy Feelings
3) Unaware Customer - Thankful 
4) Helpless Customer - Remembers forever
5) Worried Customer - Sense of relief 
6) Quick Customer - WOW!!
7) Extrovert Customer - He will spread the good word to every one (Bad too)
8) Introvert Customer - Or else he will go away
9) Smart Customer - He is aware and came after sufficient research. To remain in their short listing.
10) Women Customer- Once happy will become best source of referrals


Who so ever is left , well why even ignore them too. 


Creating Memories or Selling on Price, choice is yours. 

Real Estate Home Buy - When I Buy - Why I Buy?

Home buy is a dream come true for most of the buyers. As a developer HOW many of the decisive factors have you take care of? (not applicable to Luxury Higher end Home Buyers)


Proximity - Work Area, School, Hospital, Market & Temple
Commuting - Close to Station , highway , bus stop , main road
Surrounding - Other Projects , slum , future potential , no projects , approach road
Price - Afford-ability , reason-ability & transaction cost
Availability of Financing - Home Loans , easy installments
Entertainment - Theater, Public Garden, Malls
Ambiance - Garden , Play Area, Air , light , walk area & number of flats in the project (ppl     
                  have view on smaller of larger projects) & Parking Area
Quality - Construction and Fittings/fixtures
Internal Space Planning - Room ,Kitchen & Ventilation etc 
Class & Religion of People - Similar Class and Preferably same community
Size of Flats - Too big or too small, Possibility of Home Office 
Maintenance - Monthly Recurring Cost
Builder - Reputation , customer handling - kind, courteous, people friendly, extra support during the transaction, post          
            purchase support plans, past history 
Readiness - Time to Possession , Present Status 


Critical Part to Communicate is know WHAT out of the above matters to WHOM?

Jainism - 1 - Samyak Darshan

Jain Agamas & scriptures have shown the Moksha Path with a distinct clarity. These scriptures have laid down the prerequisites for attaining Moksha.

In the Jain terminology, this prerequisite is known as Ratnatraya. Which means the Three Gems.

Ratna means Gem & Traya means Three.

These are;

1.      Samyak Darshan

2.      Samyak Gyan

3.      Samyak Charitra

The word Samyak means Right or True.

·         Samyak Darshan means the Right Beliefs

·         Samyak Gyan means the Right Knowledge

·         Samyak Charitra means the Right Conduct

In order to know what is Samyak, it is vital to know what is not Samyak. There is a word called Mithyatva for everything that is Non-Samyak.

Mithyatva means wrong, untrue. Mithya Darshan is the opposite of Samyak Darshan.

(This is 2500 words longest of our all posts) Click to read. 

We Sell , What We Communicate

I fail to understand WHY insurance companies are not FOCUSING on Health Care for People in their mass communication and ad campaigns and focus on selling insurance policies only???

Advantage: (Manifold)

1) Wide spread health care campaigns will do over all health improvement across the population

2) This will be social awareness along with brand building. People will feel that U are genuinely interested in their health management and disease prevention. (& Not only interested in selling yr products)

3) Better health will make lesser health claims

4) Better health means longevity so longer duration of fund management for life insurance companies

Still I do not see any insurance companies talking about preventive health management as their mission or communication they use. They only talk abt their plans and policies using costliest possible BRAND ambassadors.

This is what happens when companies are internal focussed and how they ACT when they have COMMODITY selling mindset. NOW this applies to every companies insurance or otherwise.

Cooks Vs Chefs

I was in BITS Pilani Goa Campus last weekend. No not as a faculty but my son studies there so I was there to meet him. We had a great conversations on status of students mindset at the campus. It may be representative of all the campus of Engg colleges.  

1) Students are extremely JOB Focussed.

2) Students are extremely CERTIFICATE (Extra Curricular Activities)  Focussed without actually working to earn it. 

3) Students are indifferent to Many area of CONCERNS. FITTING into the system is the MIND SET.

4) Expecting too much from the Institutes without going out of the way to take initiatives.

(Applicable to MOST and not ALL students)

But isn't it the mind set of everyone employed??? Its our CULTURE. Its the society we live in.

We all are indifferent to many area of concern affecting our life ,  we are FITTING into the SYSTEM without have initiatives to make dent where-ever we work, We want wrong credits for the work not done by us. We are SALARY oriented and not acting like an entrepreneurs where-ever we work even if we are employed. 

This is the reason most of all employed are easily replaceable.

If u need to be told to what is to be done, then you are a COOK (Need instructions on what is to be done) however future belongs to the CHEFs. Isn't it easy to find cookbooks ?? Does any one knows abt Chef Book??

Take CHARGE of your life or someone else will. 

Note: Seriously recommend to read book LINCHPIN by Seth Godin to every COOKs.

Feedback to Feed Forward

Feedback is the most POWERFUL tool to know how enterprise is performing. Feedback from customers, vendors and employees. 

Free and Fair feedback from these stake holders will shape the management policies to navigate into the future. 

TOP Management does lot of things assuming our stakeholders must be happy about it or with whatever I /We do is always correct. Who better than us can know it better ???

Its always a myth. Feedback from Family made Valmiki a GREAT SAGE. He was notorious as long as he was living of his OWN without the feedback for whom he assumed he was doing what he was doing.

Does yr company has feedback system which regularly map the performance against the expectations of three stake holders stated above??? (Shareholders will be anyway happy if the other three stakeholders r happy).When was the last time your company took feed backs and it also reached to the TOP management?

Are we awake or DREAMING???