The State of the Channel
One of the biggest challenges RADirect faces on the path to success is earning our customers’ trust enough to take on the role of their trusted advisor. Proving to them that we are on their side. Making them believe that we are different. Believe that we care about their well-being as much as we care about our own financial strength. Believe that the long term relationship is more important to us than the short term sale. Believe that we have the know-how, skill sets and desire to make every project we’re involved with a success.
One example of how we successfully built this type of relationship with a customer is illustrated in a recently published CRN Magazine article.
My experience has shown that once we manage to cross this road of trust, and have the opportunity to work with the customer on any given project, life becomes easier for all involved.
When we are granted the role of trusted advisor, or are consulted with as experts in a particular field of interest, this facilitates open communications and allows us to have more meaningful conversations relating to technology, opportunities, alternatives, budgets and so forth. We can better address the challenges faced by our customers, and design a solution best suited to help them overcome their hurdles.
If we could all only…
Speak our beliefs,
Believe what we’re saying,
And act upon the two,
Wouldn’t life be a little easier?