Imarc

The Honest Sales Process Katie Desmond

Written on: December 5th, 2014 in

You’re probably thinking, “What does the Director of New Business know about an honest sales process?”

And I get that. The very phrase itself sounds like an oxymoron; honesty and sales aren’t exactly synonymous. Believe me, I took this to heart when I first interviewed at iMarc. Prior to coming to iMarc I was a web producer by trade and I can remember during my interview taking a huge risk as I said to our former president, "I don't want to be a slimly sales person, I want to be able to come to work and feel good about what I do."

Five years later I am proud to say that I do.

Reputation

Whether you are a B2B company or a B2C company, users have already researched you online, contacted their network and learned as much as they can about you before even reaching out. In fact, according to the Marketing Leadership Council, consumers progress through 60% of the sales process before even contacting a sales rep. It's important that your reputation precedes you and speaks for your company and clearly describes who you are and your capabilities. 

At iMarc we have been very successful since our inception in 1997. Our commitment to customer service has led to many long term client relationships. Our reputation is something that is key to our success and delivering great, honest customer service is the best way to maintain it. 

Integrity

Quickly following upon the heels of your reputation is integrity, and this is something that we take to heart. In the spirit of staying honest, if we are presented with a project that isn't in our wheelhouse or that we aren't a great fit for, we sometimes have to turn work down. It's a difficult decision and often hard to consider, but the reality is if we were to take on a project that we weren't confident in delivering we would only be hurting ourselves as well as our client.

We pride ourselves on our client relationships and we provide references for every proposal that we deliver. We strongly encourage our potential clients to contact our references and to ask all of those difficult questions about timing and budget. We value long term client relationships and we aren't looking to simply redesign and develop your current site, we are looking to support you for the long-haul and provide supportive and helpful maintenance to continue to care and feed your site over time. 

Personal Relationships

Now this is the cornerstone of all that we do. We have a wide array of clients with various skills and expertise and we truly partner with them to understand their business goals, objectives and requirements to determine the best solution that will help them be successful online. As part of our process we love to meet in person and we'll invite you to our office and get to know you. Whether we are meeting at a "Meat and Meet" which usually involves hamburgers or if you are coming to our office and partaking in some delicious cupcakes; we want to get to know you on a personal level and have a chance to meet face-to-face. 

In addition, we understand that often a project  can be directly related to our clients own career development. We want to help you achieve your goals and objectives to create a career-enhancing experience and web design and development project that you are proud to put your name on. We are vested in your success because in turn it fuels our success.

Challenge Ideas

Now as a sales person it's always much easier for us to say to our potential clients, "Sure, we can build that for you." But sometimes this may not be the best solution for the client or align to meet their specific goals and objectives. It can be a daunting task and it is always a risk but in order to be true partners, there are times we do have to ask, "Is this the best way to do this? Perhaps if we modified this or built the site on this platform this may be a better solution or will make better use of your budget." If you are looking to deliver an honest sales approach rather than be a "yes man or woman," be sure to deliver value and helpful suggestions when you realize that is modified slightly you can deliver an even better result. 

iMarc is an amazing team of smart collaborative individuals and if you regularly read our blog you will quickly see the value and passion of all of our employees. It's amazing to come to work every day and work with such talented individuals that are truly passionate about the work that they do. When you choose to work with iMarc you are selecting a passionate and dedicated team that is vested in your success. And if we have the pleasure of meeting in person I will gladly shake your hand, look you in the eye and tell you the same. Honestly.

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