Finding an innovative problem solver
The trick to finding an innovative problem solving piece of technology is to watch trends in your chosen industry. For example, right now I’d love to be a salesperson for a company making high definition, low-energy flat panels displays of a size suited for mobile devices. In hindsight had I been paying attention, I could have told you who the players in that segment would be 10 years ago. They were investing research and development dollars in that technology and displaying it as leading edge (but not ready for sale) technology at industry events I attended a decade ago.
Another approach is to recognize a need your customers have that is not being filled by any available technology. This was the approach we took over at ColorMetrix about two years ago. One of our customers presented a problem that was holding back full implantation and roll out of a key strategic project they had been working on for a few years. We looked at the problem and said we’d love to take a stab at solving the problem. Eighteen months later, we did and we now have a piece of unique technology that is opening doors and landing appointments I need. It’s not only the new technology, but our existing products and services as well.
Build a unique value proposition
Lead the sales process with your new and innovative problem solving technology. Once the potential client realizes they can’t live without that technology, build an ecosystem around it with your existing products. You don’t have to reinvent all the wheels – just the ones that are broken or missing from a complete solution to your customers’ problems.
I think that is where I went wrong a few meetings ago. I had the solution to the problem but the client wanted to take another approach. In my defense they where doing the same thing in a different flavor expecting a completely different result.
My biggest obstacle is selling to the client that the solution I have will bring them long term results.
Congrats on tying that need with a solution!