An Open Letter to Worried CXOs

Dear concerned Executives,
 
In the latest secret CXO newsletter and coupon book, many of you shared your fears about staying afloat in these trying times. I understand how you feel – the world can be a scary place when everyone starts hoarding their cash and snarling when you suggest you might like some of it.
 
More and more, it seems like the question of “will you give me a large sum of money for my product?” will be met with an unequivocal “no” and possibly some hysterical laughter.  I’m here to tell you that that’s a complete misconception.

The key to selling in this climate is to help enterprises become more agile and competitive by delivering real value to their business.  Isn’t that our job anyway?  Ah, a return to the renaissance of providing value.  Your customers, especially if you’re doing any business-to-business work, are looking to cut costs and probably reallocate staff.  When times are tough, they want to be tougher, leaner and faster. They’ll buy your product if you can understand their business and provide a real return on the investment of resources and risk.

The products I’m working on can do that: they make an organization more efficient and intentional.  Alert Management is often the missing link for businesses that want to do more with less. So to be successful in this economy, do what I do: find the place in your customer’s business that’s struggling and help them shore it up.  If someone finds a way to do that for my organization, I’ll buy their product in a heartbeat – it’s worth it to me to keep my business strong and efficient in the long run.

So that’s my advice, everyone.  Good luck, we’ll be stronger for it! 

Sincerely,
Troy