The Sales Café

We've been following the whole Apple "Antennagate" story today, mostly for fun (since we got the new iPhone 4 the first day, thankyouverymuch) and partly because we recently wrote about Apple being a company that espouses the Outside→In™ approach in its development.

Today's press conference about the situation and Apple's response to the problems of the antenna was part of the company's strategic management of its user base. It does beg the question (for us, at least): Is Apple Outside→In™ when it comes to customer service?

[Click here for the whole press conference as it was live blogged on www.engadget.com.]

First, we believe that, like the iPad, the iPhone 4 is the result of Apple's Outside→In™ approach to development and the market. It has features that answer our needs in a smartphone and more. Is it the best smartphone? After certain specific benchmarks, that title is subjective, and, the "best in technology" title only stands until the next leading edge product comes out. It seems that antennas are part of a design flaw in smartphones in general and something that everyone is working on. "Less dropped calls" is every cell phone company's marketing line, which indicates that there are some to begin with. Anyone that says that the Blackberry has no dropped calls is lying, whether your service is AT&T, Verizon or any of the other carriers.

For some people, Jobs' response was not enough of an apology and more of a reluctant, and arrogant, admittance to the problem. Let's get some perspective on this, Apple's faulty cell phone antenna is not akin to Toyota's sticking gas pedal or BP's gushing well. Those faulty designs require continued apologies. No one is dying due to a dropped call (we hope). 

From our perspective, Jobs was the mouthpiece for a large group of engineers who seem to be dedicated to their own mission of providing a well-developed product by listening to their customers. If they didn't listen, there wouldn't have been a press conference today.

Now, how do we get that free bumper case?

People buy from people. Trite but true, whether it's B-to-B, B-to-C, complex or simple business relationships. Successful salespeople never lose sight of that little fact. Talk to one and ask them. Look in the mirror and ask yourself!

What complicates things is how many options there are for meeting people, from Twitter, LinkedIn, or Facebook to plain old networking meetings held by local organizations, and everything in-between. Perhaps no matter how much your company spends on marketing, sooner or later, the buyer is going to check YOU out, on their own, without your knowledge. They want to see if you're the kind of person they want to do business with.

Knowing that, how will you position yourself? Do you want to portray a conservative persona on LinkedIn and a cool one on Facebook? Would you rant on Twitter or "keep your powder dry" knowing that your potential customer might be shopping you instead of your company? One thing is for sure, when everybody shops the Web, your presence is required and your privacy is not the buyer's concern. 

Companies spend an enormous amount of energy and money trying to control the buyer-seller conversation on their websites. However the trip shoppers take, of their own choosing, on their way to a buying decision tells us an interesting story. When we analyze the traffic on our own site, we see people moving from the home page to the blog, to the team page and then out of the site, moving on definitely to LinkedIn and probably to Facebook or Twitter. I think this is common.

So, the moral is YOU, whether you are the owner, CEO, VP Sales, or an account executive, may have more to do with how enticing your product or service looks to the buyer than any feature, benefit or research paper that the marketing department can come up with.    

• One plant has great product.
• Another plant has great product and is always reliable.
• Plant number three has great product, is reliable, and competitively priced.
• The fourth plant has great product, is reliable, competitively priced and helps your business succeed through service that makes you more competitive.
• Our final plant option has great product, is reliable, competitively priced, helps your business succeed through service that makes you more competitive AND doing business with them is easy and fun.