Strength in Numbers = Sales Success!

Work in the oil and gas business for any amount of time and you soon realize that networking is a big deal with all the salespeople prowling around downtown Calgary.  All those coffees, lunches, dinners, and drinks in between, and…. well…. you get the picture.  Get out there often, darken someone’s door, and build up a relationship is what you need to do.  Right?  If you don’t know who to contact; call someone you know and find out how to get in there.  Network, network, network.  And holy shit… if you play hockey or are a scratch golfer, even better!  You not only get the job but you might even become the client’s best friend and of course reap the benefits of that status.  Networking has proven to be effective, but is limited to your circle of influence and your innate ability to make friends and influence people.

Strength in Numbers

I look at networking as a way to build strength in numbers.  How do you measure the value of strength in numbers?

History has many examples of the sheer force of strength in numbers and the effect it can have… both positive and negative.  Wars being one of the most obvious examples, in particular WW1.  Keep rolling wave after wave of bodies at the enemy and you wear them down.  Nature also shows us the way strength in numbers can be very effective.  Wolves are a classic case of adapting to the environment.  By working together they are able to take down prey they would not normally be able to as a single entity.  They work as teams to run the poor beast ragged until they fall in exhaustion, and share in the spoils.

The HUB Approach

At Leadstone Group we have a different take on ‘Strength in Numbers’.  Clients who have embraced our flagship product, Oilfield HUB, reap the rewards of many people working together to create opportunities where they didn’t previously exist.  The thing is networking is great, but in the end not many people are eager to stick their neck out for you. They will give you a name but it’s up to you after that to get past the front desk.  We all have a fence built around our current clients because we had to work damn hard to get the business, and now work even harder to keep the wolves away so they stay with us.  The idea of introducing that contact to other companies means we are putting our personal stamp of approval on, not only the company, but the individual representing that company.  It doesn’t always work.

We Have a Better Way – The Prospect HUB

The strength in numbers element we employ works because we have engaged a group of non-competing companies in our Prospect HUB lead generation initiative that are making the introductions to their Operators and EPCs for Leadstone to illustrate how Oilfield HUB can help them run leaner, meaner and more cost effective.  They understand how the HUB works, and how both they and their clients can benefit from using it.  Better vendor and supply chain management with operators means you build a bigger fence around your client so all those snapping sales jaws in the plus 15’s can’t get at them as they head off to coffee or lunch.

So, imagine if we have 20, 30, 40 or more companies participating in our Prospect HUB initiative.  Every one of them endorsing Oilfield HUB to their clients just like you did.  Now you have the strength of Leadstone, and all those companies continually exposing, directly and indirectly, the products and services from all the other participating companies from this group.  And of course, with your own services, supplies and/or rentals leading the way!  When I and members of our sales team at Leadstone meet with Operators and EPC’s to demonstrate our Oilfield HUB technology we do so by demonstrating the individual strengths and depth of our engaged companies.  We stack the deck by preloading your product and service order details into the HUB so the buyers we are meeting with, that one of you set up for us, receive your Sample Order responses directly to their desktop.  No differently than an actual live order sourced and secured through Oilfield HUB!  Upsell, cross sell or run your flagship value proposition directly to the buyer.  Be in control and let us help you run wave after wave of your product and service information to a much wider range of targets.  Clients, identified prospects and companies new to your radar screen!

Doesn’t that sound like a better way?

Contact me and I will show you how easy it is to become, and the value of being a Preferred Vendor for Life in Oilfield HUB!

Related Posts:

Our Model – Grow the HUB from Within (Read More >>)

HUB Byte – Prospect HUB Lead Generation Initiative (Read More >>)

February 18, 2015

 

Dave O’Connor Vice President – Sales Leadstone Group Inc.

Get in touch with Dave:                                              dave.oconnor@leadstonegroup.com       (403) 910-4172