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http://ITSalesSecrets.com SUMMARY SLIDES: Relationship marketing gets lots of press but transactional marketing is an equally valid strategy. Find out how to sell software solutions both ways. Copyright (C) SP Home Run Inc.
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SPHomeRun.com
How to Sell
Software Solutions: Transactional v
Relationship Marketing
Courtesy of the
Small Business Computer Consulting Blog
http://blog.sphomerun.com Source: iStockphoto
SPHomeRun.com
Relationship and
Transactional
Marketing are Two
Distinct Strategies
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For Marketing
Your Products
and Services
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Best for
High Volume Sales
Where the
Product or Service
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Does Not Need
to be Personalized,
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And There’s
No Requirement
to Build a
Relationship with
the Customer
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Relationship
Marketing is
All About Building
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An Ongoing
Relationship
With Your Audience
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Potential to
Generate Repeat
Business and
Customer Loyalty
for Your Brand
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Applying the
Right Strategy
to Any Given
Situation
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If the Software
Solution Which
You Are Trying to
Sell is an App,
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Then You are
Likely Going to be
Competing on Price
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And You’ll Want to
Sell High Volumes
of the Product
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In this Case,
Transactional
Marketing is the
Way to Go
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If, However,
You are Selling
IT Solutions to
the Local Business
Community
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With the Aim of
Becoming their
Virtual CIO,
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Then Relationship
Marketing is a
More Appropriate
Strategy
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Depending On the
Nature of Your
Business and the
Diversity of Your
Income Streams,
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You May Need to
Employ both
Strategies Within
Your Business
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Have You Employed
Either of these
Strategies When
Selling Software
Solutions?
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If so,
Why Not Share
Your Experiences
in the Comments
Section
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SPHomeRun.com
Copyright © SP Home Run Inc. All worldwide rights reserved.
SP Home Run is a registered trademark of SP Home Run Inc.
Source: iStockphoto
Recommended Reading:
Seven IT Sales Secrets
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