What we do
What follows is based upon real events. Only the details in orange have been deliberately changed, to protect client confidentiality.
A conversation between Mike, Commercial Manager at Soni Industrial Equipment, a leading UK manufacturer
and one of REM’s longest standing clients, and Mark, whilst at a trade show at Olympia…
THE MORAL OF THE STORY
To get your foot in the metaphorical door, first you have to get a decision maker to open it.
To do that, they must want to have a conversation with you. Not just peer at you suspiciously through the peephole.
Old fashioned sales and marketing approaches mean that there is greater resistance than ever, on the part of senior decision makers, to talk to “strangers”. Marketers use various guises to trick them into opening their doors, but these soon get slammed shut, in the sales person’s face, when they start “selling.”
Then you are left “shouting” sales messages through the letterbox, and throughout all of your other media, competing with others to be heard by shouting as loudly as you can, but just being ignored.
REM will show you how to stop shouting AT your target market and instead become PART of the conversation… click here to find out.
If it’s not conversation, then it’s not really effective marketing…