{"id":5998,"date":"2017-10-11T11:32:28","date_gmt":"2017-10-11T09:32:28","guid":{"rendered":"https:\/\/yieldbird.com\/?p=5998\/"},"modified":"2024-07-22T19:27:15","modified_gmt":"2024-07-22T17:27:15","slug":"the-trusted-advisor-at-your-service-3","status":"publish","type":"post","link":"https:\/\/yieldbird.com\/research-hub\/the-trusted-advisor-at-your-service-3\/","title":{"rendered":"The Trusted Advisor at Your Service"},"content":{"rendered":"

Peter Stanek, Team Lead – Demand Side at Yieldbird, reveals what it takes to be a trusted advisor in the era of consultative selling.<\/b><\/h2>\n

<\/p>\n

I position myself as an advisor, consultant, and middleman between inventory and direct buyers – I know my clients, and I know it\u2019s always a long-term cooperation. This particular type of relationship goes by the name of a consultative selling.<\/p>\n

Consultative selling takes it all.<\/h3>\n

 <\/p>\n

Consultative Selling is the future of customer relations. A salesperson takes the role of a trusted advisor in the client building, trust-based relationship. In the past, there was \u201csolution selling,\u201d a milestone for consultative selling which was popularized in the 1980s, mainly in the US. Since then, the entire structure of relations underwent a dramatic change. And for the better.<\/p>\n

It all comes down to a few simple rules.<\/h3>\n

 <\/p>\n

Some time ago I received a call from an account manager from one a European publisher. He was very persistent in his sales approach and tried to sell me a Christmas campaign for one of my customers.<\/p>\n

In the end, I didn\u2019t take the deal. Why? Because I felt pushed onto a product which I didn\u2019t know and wasn\u2019t convinced about. So I had no interest in it, whatsoever.<\/p>\n

It\u2019s the customer\u2019s interest that the seller should lead with, and not his or her own. After all, the default approach is based on relationships and mutual cooperation. Not the opposite. We\u2019re not talking about one-off sales transactions, but a long-term and trusted relationship. That\u2019s also why transparency is the bread and butter of today\u2019s customer-salesperson relations.<\/p>\n

In programmatic, it\u2019s all different.<\/h3>\n

 <\/p>\n

I work with clients based on a transparent model. They appreciate my point of view and advice given to them on reaching more potential customers.<\/p>\n

A month ago I was asked by the biggest transportation company in Europe to deliver essential campaign solutions. They built all programmatic competencies in-house, but still needed proper and premium inventory to run branding campaigns.<\/p>\n

Of course, we\u2019re all specialists. But on the other hand, we\u2019re still learning each and everyday. We exchange new ideas and share the best solutions – in this business, everything can change within a month. So, I knew that they needed the guidance of a trusted advisor who would elevate their KPIs and maximise their brand experience via effectively delivered campaigns.<\/p>\n

All it takes is a few steps to deliver the right results.<\/h3>\n
    \n
  • SET PRIORITIES FIRST.<\/strong>
    \nThat was the case here. Experts at Yieldbird, myself included, always strive to bring the highest quality solutions to the table. So it was firstly a matter of settling the client\u2019s needs and expectations, like KPIs. \u2018Now, consider the value your company provides\u2019, is what I first asked the client. Before you cut expenses and exert more influence over marketing budgets, rethink your strategy on how you want to reach your audience. It\u2019s highly possible that you\u2019re buying our inventory on the Open Market. The difference is you can do it more efficiently with our help.
    \nAs we close deals, priority increases, so your KPIs are much easier to deliver. Naturally, the prices increase, yet the effects are better. So overall, you\u2019ll spend less reaching your business objectives.<\/li>\n
  • AN INDIVIDUALLY SELECTED PRODUCT IS THE ANSWER<\/strong>
    \nWe put everything on the table. It takes time, effort, and trust to become more open about sharing the ins and outs of your business. Yet, only when knowing your needs and business capabilities, will we be able to offer you custom-delivered quality products. If we currently cannot offer you a product that meets your demands, we will not engage in the deal. We value your time as much as we value our relationship. That\u2019s why I always make sure we\u2019re on the same page when it comes to properly understanding your business objectives.<\/li>\n
  • TRUST MEANS CONFIDENCE IN DELIVERED RESULTS.<\/strong>
    \nIn trusting, it is not only about focusing on the risk taken. It\u2019s about reciprocity of access to marketplaces and business relations. It\u2019s about becoming a reliable partner for any possible scenario. Relationships in digital advertising matter now much more than ever before. The reason for it is simple: if someone isn\u2019t getting the results they want, there are many other fish in the sea.<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"

    Peter Stanek, Team Lead – Demand Side at Yieldbird, reveals what it takes to be a trusted advisor in the era of consultative selling.<\/p>\n","protected":false},"author":17,"featured_media":20619,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[1],"tags":[],"content-category":[],"class_list":["post-5998","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"acf":[],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/yieldbird.com\/research-hub\/wp-json\/wp\/v2\/posts\/5998","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/yieldbird.com\/research-hub\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/yieldbird.com\/research-hub\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/yieldbird.com\/research-hub\/wp-json\/wp\/v2\/users\/17"}],"replies":[{"embeddable":true,"href":"https:\/\/yieldbird.com\/research-hub\/wp-json\/wp\/v2\/comments?post=5998"}],"version-history":[{"count":1,"href":"https:\/\/yieldbird.com\/research-hub\/wp-json\/wp\/v2\/posts\/5998\/revisions"}],"predecessor-version":[{"id":33510,"href":"https:\/\/yieldbird.com\/research-hub\/wp-json\/wp\/v2\/posts\/5998\/revisions\/33510"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/yieldbird.com\/research-hub\/wp-json\/wp\/v2\/media\/20619"}],"wp:attachment":[{"href":"https:\/\/yieldbird.com\/research-hub\/wp-json\/wp\/v2\/media?parent=5998"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/yieldbird.com\/research-hub\/wp-json\/wp\/v2\/categories?post=5998"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/yieldbird.com\/research-hub\/wp-json\/wp\/v2\/tags?post=5998"},{"taxonomy":"content-category","embeddable":true,"href":"https:\/\/yieldbird.com\/research-hub\/wp-json\/wp\/v2\/content-category?post=5998"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}