In episode 175 of Journey to $100 Million, listen in to Kevin as he talks about a very exciting comment that a prospect shared with us. Kevin recently met with a prospect for a second time, that happened to be a franchise business with a couple partners involved. Over the course of these meetings, Kevin and our sales team had been spending about an hour per meeting talking business & marketing, sharing how Array Digital could help their organization.
What happened that was so exciting, was that this prospect called us a strategic partner for their business. Why is this so important? Because Kevin strives for prospects to think this way about our company. Not only that, but we still have not sold this prospect yet, they are currently in the sales process, yet still referred to us as a strategic partner. Furthermore, they also referred to our competition as vendors, allowing us to stand out. We have been trying to drive home this message that we are a strategic partner, and Kevin was flattered to have already been referred to this while still being in the sales process.
Array Digital is not interested in being a vendor, one-off, or a project based company. We strive to be partners and that’s it! If you are not interested in being a partner, participating in the marketing campaigns & strategy meetings, or participating in the monthly calls that we require – odds are that you are probably not a good fit for us. But in this case, even just halfway through the sales process, this prospect already identified us as a strategic partner. We still must talk about budgets and solidify a basic strategy for them, but we hope to sign very soon, and are excited for the work our future holds.
This was a huge win for Kevin. He really wants everyone to understand the type of business that we are running. We aim to run a company that gets results, and builds not only partnerships, but long-lasting relationships as well. That is how we will continue to grow this business. As we go through our new sales process, making this clear will be a huge step within the process. It is very exciting to have a prospect identify us as a strategic partner up front before we sign them, and it offers a clear difference between us and our competitors.