The disease will pass but your targets won’t. And when it does, sellers that exploited the ‘idle’ time will thrive. These work from home sales activities can help Stay home. Don’t shake hands. Keep social distance. Observe the curfew. And now, don a mask. Face-to-face selling is facing unprecedented challenges. With the coronavirus accompanying us
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The financial landscape fundamentally shifted with M-Pesa. Suddenly, we had options and wanted more. Banks were no longer in the charge of the selling environment. You are not much different… You are not in charge of the selling environment. Still, this does not exempt you from being in charge of the sale. Confused? Let’s illustrate
VISA failed to articulate its ideal customer and missed that boat. In the customer led 21st C, banks couldn’t remain it. The argument that it is banks that should push VISA card usage and not VISA itself has seen average individual card usage down to one a month from three, in 2013. “Will the real
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
Driven more by esteem than need, buyers want all the trending bells and whistles in a product. And yet, will most probably use one ‘bell’. If in doubt, how many features on his phone do you suppose the average person uses? It’s the seller’s job to know all the bells and whistles but limit the
Do customers know what they want?, How to eliminate jargon when selling, How to simplify the sale, Maslow's Hierarchy of needs and selling
Buyer behaviour, Education, Features vs Benefits, Technology
Communication is one of the most complex, yet indispensable tool we use daily. It is made even more complex when the language of, er, communication is English. To declare competence in communication means that you have the ability to do something successfully. And because perfection doesn’t exist, competence therefore implies a perpetual work in progress.
“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