Disrupted banks, media, and businesses have to sell to customer benefits not the businesses features. This calls, not for a transformation, but evolution of business. After all, “Innovation is not just another app”, so Prof. Patrick Njoroge, CBK Governor, reminded banks To begin with, customers don’t buy the features of your product. Customers buy the
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“If banks don’t embrace cultural change, they will be overtaken by tech companies.” So, Sir David Walker, ex-chairman of Barclays and Morgan Stanley told The Banker magazine. He might as well have been speaking about Saccos, MFI’s, telcos’ and financial technology (fintechs) too. Yes, fintechs.With the rapid changes in the financial sector, how players in
Despite disruption in the finance sector in Kenya, it remains a global trailblazer. Saccos, banks and fintechs, should know that they are leading not following. They are charting their own path, not taking a well-trodden one. To survive (let alone thrive) they should also know that the sector has expanded to include telcos’ and fintechs
Financial Sector in Kenya, Fintechs, Fintechs in Kenya, Growth of Mswhari, KCB-MPESA, Sacco movement in Kenya, Stima Sacco and M-Pawa
It’s not Uber that’s the ‘enemy’; it’s the Internet dummy! Parity access to information fundamentally changes how selling is done today. We are in the Information Age. Insisting, “This is how I’ve always sold and it’s always worked”, just won’t cut it. Two years ago we said here that analogue and digital are terms bandied
Information is no longer a single lane, from seller to buyer. It is now a dual carriage way and the buyer’s side has eight lanes (and growing) while the seller’s is still one. Make it a marriage not a fling. “Make a customer not a sale”. I stumbled upon this quote and found that the
Digital Disruption and Selling, Educate a Buyer to a Sale, Quotes on Sales, The death of the Travel Agent
As long as access to information is lopsided to the seller’s advantage, buyer-beware will still trump. With information access being equal, seller-beware comes to the fore. The terrorist attack in Garissa was followed globally as it was happening, yet newspaper sales are on the decline. How? 21st C readers prefer other ways of consuming news.
Garissa Terrorist Attack, How the Internet has disrupted selling, Selling In The Internet Information Age, Terrorism in Kenya, To Sell Is Human
The internet has changed selling as we knew it. How things change. There was a time when the travel agency was the custodian of all information travel. And airlines and tour companies were at its mercy. Information on where to go; how to get there; how much to pay to get there; when to go
Disruptive Selling, How Internet has affected selling, How the Internet has disrupted selling, The death of the Travel Agent
What happened to the calendar and diary? Was it caught in a time warp? Like me, you have possibly witnessed a steady decline of the two with every passing January. To a point this year, when I’m almost at zero sightings. There was a time when the two were all the rage. The transition to