PSPINC CEO Kenichi Uchikura's Blog

Commencing a sales call with a closed-ended question such as "Would you like to see more xxxx?" assumes an affirmative response and may not effectively engage the prospect. To enhance the effectiveness of the call, it is advisable to initiate the conversation with open-ended questions that encourage discussion and provide insights into the prospect's needs and challenges.

 

Rather than presuming a positive reply, utilizing questions that prompt the prospect to share their perspectives and goals establishes a more meaningful dialogue. Examples of such questions involve inquiring about the challenges their business is currently facing, their ongoing goals, their approach to specific aspects related to your product or service, their vision for a successful partnership, and the industry trends they are navigating.

 

By initiating the conversation with open-ended questions, the sales professional positions themselves as consultative and attentive. This approach allows for a more genuine exchange, facilitating the collection of pertinent information to tailor the pitch and demonstrate a sincere interest in fostering a mutually beneficial business relationship.

When selling products or services, it is crucial to clearly define the target market. Focusing on specific customer segments or needs makes it easier to create messages and devise sales strategies. Conversely, products or services designed for a broad audience can make it challenging to identify and target a specific market, leading to intense competition. Below, I elaborate on these perspectives.

1. Understanding the Target Market and Crafting Compelling Messages: Understanding who the product or service is intended for is a critical step in grasping the expectations and needs of that market. Creating messages tailored to specific customer segments enhances appeal within that market. A deep understanding of the target market allows for emphasizing the unique features of the product or service, making the proposition more attractive to customers.

2. Market Limitation and Avoiding Competition: Focusing a product or service on a specific market is beneficial for differentiation and avoiding intense competition. A broad market often results in fierce competition and price wars. On the other hand, narrowing the focus to a specific market reduces the number of competitors, minimizing the likelihood of customers switching to alternatives from other companies. This facilitates the pursuit of value and differentiation beyond just pricing.

3. Starting from a Small Market and Growing: Initially, limiting the market may seem like starting in a small space, but concentrating efforts on building a share and enhancing satisfaction gradually leads to growth. Catering to specific needs in a small market allows for the establishment of strong bonds with customers. Success in this market can serve as a foundation for expansion into other markets, leveraging a strong brand and track record.

4. Optimization for Specific Markets and Increasing Customer Loyalty: Focusing on a specific market allows for optimizing products or services to meet the unique needs of that market. This optimization enhances customer satisfaction and, consequently, increases customer loyalty. Delivering excellent customer experiences in a specific market promotes repeat purchases and word-of-mouth referrals, facilitating the acquisition of new customers.

In summary, limiting the market can offer unique advantages for businesses. By concentrating efforts on a specific market, differentiation can be achieved, leading to a strong and stable position in the long term.

PSPINC has recently introduced a new service facilitating access to most of PSPINC's Software as a Service (SaaS) offerings. This convenient solution allows you to log in to all applications from a centralized location.

 

Discover this enhanced functionality by visiting https://apps.pspinc.com/.

PSPINCは最近、PSPINCのほとんどのSoftware as a Service (SaaS) サービスへのアクセスを可能にする新しいサービスを開始しました。このサービスを使用すると、すべてのアプリケーションに単一の場所からログインできます。

 

この新しい機能を探索するには、https://apps.pspinc.com/ を訪れてください。

I witnessed a beautiful sunset and moonlit sky last night, capping off a profoundly meaningful trip to San Diego. This marks my final business trip of 2023, with an upcoming journey to Japan at the end of January.

 

Over the past month, the exchange rate for the Japanese Yen has shifted from 150 yen to 141 yen, resulting in a 6% strengthening of the Japanese yen. While I'm uncertain about the cause of this change, it has made traveling to Japan more expensive. However, considering our company generates revenue in Japanese yen, a stronger yen is advantageous for us.