Enigin Sales

At Enigin UK who is our Enemy?

Here at Enigin UK we try to keep ahead of the latest views on sales tecniques - we feel it is vital for us and our Enigin Distributors worldwide.

Now we realise that our Enigin Distributors are based within very different regions to where we are here at Enigin UK - but often strategies can be adapted fro your own country and culture.

So, in this post, and the following ones, let us consider our view of competitors.

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Making an Exhibiton of Sales

IT was interesting to be working on the Enigin PLC stand at the recent SustainabilityLive! exhibition in the UK.

The purpose of the exhibition is to fly the flag for your business and display some, if not all, of the services, products and solutions you have to offer - boiling it down, sales in one form or another.
Not that many sales are likely to be made at the show, but the distribution of and gathering of contact information is the ‘name of the game” that will hopefully lead to a long term business relationship through sales.

As an exhibitor Enigin had paid out quite a bit of money for the space and other amenities at the venue and then for the dressing of the stand and the presentation materials.

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That’s not how we do things down South!

Who said that? Rob an Enigin Distributor said it to me on a recent trip to the US. He lives in one of the southern states where I found out that some things are done differently.

Rob has been an Enigin Distributor for some time now and is beginning to see his hard work pay off. I travelled to see him to provide some ‘on the ground’ support for him and his team along with Ken the Enigin US Technical Manager.

So what was he talking about when he said that’s not how we do things down south?…Shirts and ties. Yes that’s right, apparently they don’t do shirts and ties down South, even in business meetings, instead the standard business attire is slacks and a polo shirt.  Now that might not seem a big deal to you but I was brought up in the ‘stiff upper lip’ UK where you wear shirts and ties to play tennis! Needless to say this took a bit of getting used to for me.

I decided to put my reservations aside and apply the ‘when in Rome’ principle. The first day I ventured out without my normal uniform it actually felt quite strange, and I was wondering how I would cope without my normal protection when visiting some of Rob’s existing and prospective customers during the week as we planned.

One of the meetings Rob had arranged was with the engineer at a large college where Rob had recently installed Eniscope. On the way we where not exactly sure what the outcome of the visit would be, and I was still slightly unsure of myself without my standard apparel. The meeting was however a triumph! We met a very happy Engineer called Allison who told us that Eniscope had already helped him achieve 43% energy savings! Buoyed by this result we decided with Allison’s help to talk to the College VP who was equally very impressed by what the Enigin solution had done for the college in a short space of time. Rob took the opportunity to discuss the many other areas where the Enigin technology could help throughout the campus and they are now in the process of looking at a more detailed proposal. They kindly allowed us to use the college as a reference site and we are now putting the video interview and case study together.

Wow! You could say that we got more than we bargained for on this occasion, and all this without a tie and shirt. I’m converted!