The User vs. The Buyer

This week we welcome guest blogger Brandy Vaillancourt, Director of Marketing at AlphaKOR.

The User VS the Buyer…

… and how to win them BOTH over.

I have a story to share that may put this into perspective.

My son just had his 5^th birthday party.  All he wanted was Legos.  OK, I understand what Legos are – little colourful blocks used to build things and provide hours of fun.

Legos in 2012 are a liiiiiittle different than the ones I used.  You know, the plastic container of 2,500 multicoloured squares and rectangles with no instructions just imagination.  Now they have things like character-based packages with specially designed blocks and instructions to build specific and intricate structures.  There are Lego Heroes, Lego City, Lego Creators and on and on (and on).

While I had a basic understanding of Lego’s brand offering, I haven’t shopped for Legos toys for myself in over 20 years, and the value proposition surely has evolved.

Myself as the buyer, Lego was my commodity.  I knew I needed Legos to satisfy a need, but left it up to my influencer to decide which specific brand/option.

Armed with my basic understanding of the primary-coloured blocks, and a very loud and persistent (albeit very adorable) influencer, I went on a mission to purchase something I’ve never even heard of before: Lego Ninjago.

I didn’t buy it for ME, it wasn’t something I was particularly interested in purchasing because it wouldn’t benefit me personally, and the price certainly didn’t entice me either.  However, my influencer made it clear it was something he wanted/needed (depends on who you ask), and I trusted that although I didn’t value the item in this manner, that he certainly did.

Remember, that although it is critical for you to respect the buyer and establish a baseline value, it is the USER that must get the most attention.  They have the desire, the understanding, and are most receptive to hearing about the features of your latest offering.

While the BUYER may respect you, he or she trusts the USER.  It is likely the user recommendation that will confirm a purchase.

Guest Blog Post

Brandy Vaillancourt

Director of Marketing

AlphaKOR Group

Are you Really on Vacation?

This week was supposed to be a vacation week to relax at home with the Family.   When we decided a couple of weeks ago, most of the week was available, moved some appointments and kept commitments for Monday and Tuesday.

Monday morning the team was surprised to see me in since they were under the impression I was on vacation.   Same conversation on Tuesday morning.   Wait until I stop in later this morning (Wednesday morning) for an opportunity scheduled at 9 this morning at the office and 11 at another opportunity at a prospect' office. 

Vacation actually starting at noon today!


Since it's really a vacation week, here is the blog posted in the Fall about being on vacation and hope you enjoy it:


When you are on vacation, are you really on vacation?

How close are you to the office with your Smartphone, Tablet and Notebook?   There are so many ways to stay in touch with e-mail, texting, cell phones.....does one ever turn it off?

I like to glance all my e-mails/texts/voicemails first thing in the morning and mid-day.   I respond or forward the ones requiring an answer before the vacation is over.

With Social Media added to the mix, there are schedules set-up prior to vacation so information can be sent out while you are away.  

Here's to turning it off most of the time while on vacation!

Because We've Always Done It That Way

Don't you just cringe when someone answers a question about trying something different with the complacent reply of "Because we've always done it that way"

Why are so many resistant to change?

This article from e-channelnews sums it up very well and made me think about a recent blog shared with you about the "pendulum is always swinging".   Don't let the pendulum stop!   Keep the pendulum swinging forward and embrace change in the right direction.   Always.

Enjoy the article:

This mentality is one of resistance to change and clinging to old methods, procedures and policies. In some cases this mentality permeates the entire organization. In others, it afflicts only certain employees. 

But no matter the extent to which it exists, it can be damaging to the business. It is important to maintain an open mind about change. "Because it's always been done that way" is not usually reason enough to eliminate consideration of alternative ways of getting things done. 

There are often more efficient, customer and employee-friendly and cheaper ways of doing things, yet the resistance that occurs because it might require change (or some hard work) often stifles any move to initiate those new methods, procedures or policies. 

To what extent do you or others in your organization resist change?

7 Beliefs Top Producers Possess

The 7 beliefs top producers possess as per www.fearless-selling.ca are:

1.  I deserve to earn a great income
2.  Prospects need my product, service or solution
3.  I can ask my prospect any question
4.  There will always be someone else to sell to
5.  Senior decision makers are just people
6.  Sales is an honourable profession
7.  I earn the right to ask for the sale

In reading this list and the article, it reminds us top producers are confident and focused while bringing the balance of trusted relationships.

I personally like #6.  By earning respect as an expert from clients and prospects you are on the right path to success.

Which ones do you possess, agree or don't agree with?

What motivates you?

What motivates you?

Successful people are full of energy, focused and accomplishing good things on a consistent basis.

What motivates them?

Some people slowly walk into their office and their look shows clearly they are not motivated to be there.  Interactions are a challenge and the conversation is minimal and usually negative.

Why are they not motivated?

One of my life long motivators has been the fear of failure.   This helps me keep my focus on being successful.   Being positive.  Being energetic. 

The result of this focus?

Creating one's destiny.  Sure we get frustrated.   We vent.  We complain.   All part of the cycle.   Focusing your energy onto the positive side or for those who know me focusing always on the "high road" will take you to your destiny as set out by you.

Did you know you have the Power to motivate yourself?