If you have a passion for something, show it to the world and make money from it. In this Expert Insight Interview, Brian Burke discusses the importance of being passionate and committed to your business. Brian Burke is Chief Mac Man at SellYourMac.com, and his company managed to buy and sell more than $42 million worth of Apple products.
The interview discusses:
- Focusing on a niche market
- SEO and organic growth
- Recruiting in sales
- Sustainable Growth
Nobody can be an expert in everything. It is much better to find a niche you like and want to grow in. The point is to find a way to make the customer experience as frictionless as possible by easing your processes. Apple, for instance, provides an excellent customer and user experience. So, if you are in the buy & sell field, shipping empty boxes to your customers enables them to send out their products easily. Always look to make the experience positive for the customers and not for the company.
Working on your online presence is also much easier when you constantly start being associated with your niche. Being able to stand out by showing your authenticity is the real differentiator in sales. When you brand yourself to the world, you must be your unique self because the audience notices when somebody is faking it.
SEO and Organic Growth
The competition nowadays is fierce. Thus, invest time and effort in creating a lot of high-quality content for your customers. It is necessary to maintain the top ranking on SEO. It takes a lot of grind, perseverance, and commitment to making something sustainable for many years. Also, once the company growth starts to take off, it is essential to let go of doing things that prevent you from focusing on higher-value things. For instance, you might not be part of the sales process anymore, but more focused on future strategies and finding business opportunities.
In sales, willingness to go above and beyond ensures the customer experience. Also, since reviews and referrals are critical in sales nowadays, being determined to turn around every negative review from a customer. When customers have issues with the product or service, they want to feel heard and understood. Enabling all communication channels, validating, and trying to solve all customer issues is a great way to differentiate yourself from the competition.
Two sides of the business need sustainability and growth, the individual and B2B side. The individual side requires constant technology innovation and pursue of ways to ease and speed up customer processes. On the B2B side, active branding, networking, and strengthening online presence will ensure the natural flow of new customers.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.