The Selling Point

As distributor sales representative, you wear a lot of hats.

But, one that often gets pushed under the rug is the role of advisor. There is a lot to be said for positioning yourself as a trusted advisor within a client relationship. And let’s be honest, creating reasons for your clients to be in constant communication with you never hurts.

Being at the forefront of your industry will create reasons beyond product sales for your clients to pay attention to you.

Here are a 3 questions to consider as you define your market position:

1. Are you up to date on ways to help your client’s market your products and their stores? Check industry blogs, professional social sites like LinkedIn and SlideShare, and relevant trending keywords in Google to find interesting information to share with your clients. For example, this SlideSare presentation from August 2013 gives great insight into social marketing for pet stores; and it’s easy to share!
2. Do you read the news? Check relevant news sources for information, regulations, and stories that may affect your clients regions. Share this information as soon as it becomes available. This allows your clients to see you as a resource for information and they will be looking for your communications.
3. Do you ask questions? As a distributor sales representative, you are charged with finding out about each and every client. What makes them tick? What excites them? What are their struggles? It can be easy to fall into the routine of the sales process, but a simple question and answer session will help you find information, resources, and products that cater to their individual needs.

Remember, NoviPet provides you with a lot of resources and industry knowledge to take to your clients. Don’t underestimate the value of being an advisor and pet industry resource to your stores. Building brand trust starts with you, on the front lines.