I’ve just visited pharmacy to buy vitamin, when I asked for CDR the sales counter then offered me Protecal. Since I used to consume CDR and also don’t really like the taste of protecal, I decided to choose CDR. I remembered that my company also do the same way to the sales counter, but why didn’t she offer me Stimuno?
Every brand I think perform the same strategy, give incentive to the sales counter. But when every product do that, then how can we ensure that our product is to be the first mentioned. Probably the higher incentives could take it all, but how high can you pay?
Logically, you should win their heart, but how. Some expert always say the importance of relationship, not just knowing their hobbies or talking business when we met. You must build emotional relationship, no matter how hard. But indeed there’s always something we must sacrify. It’s not about money, building relationship is a matter of time. Do it on the right time, quite frequent, and right objectives.
The key is, make your relationship greater than your competitors. Touch the emotional, show your respect, and think for long-term relationship. Don’t be pushy, be patient. In time you’ll harvest what you’ve sacrified. Off course you must select the right customers too. The more experience, the more success you can gain.