Welcome to the fifth instalment of Collabco's face behind the logo series, where we give you an insight into the people behind the myday brand. This time it's our Business Development Manager Luke, who decided to choose pampers over paradise. Did he make the right decision? You'll have to find out!
Q - What's the best way to create relationships with prospect customers?
A - I love meeting people face to face and really quickly getting down into the nitty-gritty of their needs and any difficulties they might be having, then looking how we can best support them. Exhibitions are a great way to meet lots of people in a short time and I think when you can show how you solve an issue someone is having and make their life easier it is a really great way to start a relationship!
Q - How has sales changed in the past 10 years?
A - I think customers are much more discerning and savvy than they were even few years ago. Budgets are tight for everyone so making sure your investments are the right ones is increasingly important and showing that they have a real impact. Its really important to be knowledgeable about your product and how it can help people, it isn’t enough anymore to just have a high level knowledge of a product. Sales now is about helping people identify their pains and helping them realise how your solution solves them.
Q - What's your top 3 features you present when selling myday?
A - I always like to sell the benefits of myday rather than the features but the service is pretty crammed with amazing features too. Personally to me myday is about putting the right information in the right peoples hands, at the right time and being the one stop shop for student life, it’s all about the art of the possible as every institution is different in what they need. For my top three though I’d have to say…
- The flexibility of the service to meet each institutions needs and for individual users to personalise their own experience
- The ability to manage your student life on the move all from your phone; so things like topping up credits, checking emails, searching for available machines and managing courses
- And the news hub which is great at keeping on top of all the news and feeds that are important to you.
Q - How does your relationship with the marketing team help?
A - Marketing are a key part of everything we do; the old way of thinking is there is a funnel of people I can work with and they go from the top to the bottom. I think its more of a cycle in reality as when someone is a customer there are always new ways we can help them and we are constantly engaging. Marketing engage with people at every stage from prospects to customers and everywhere in between and often Marketing will be the first people new customers hear from. There are also some great marketing services we offer to our customers too.
Q - Where is your furthest customer from and how did you get in contact?
A - I haven’t been with the company very long so most of my customers are still based in the UK but that being said we are having conversations with institutions from all around Europe, I really think Scandinavia will be a big growth market over the next year too. Ironically one of the leads I picked up from the furthest away was at an exhibition in France and was actually from an institution in London. It just goes to show that people are always open to good ideas no matter where they are geographically.
Q - If you could have an office based anywhere in the world, where would it be?
A - I have just had a brand new baby and think my wife would shoot me if I said anywhere else but home, but I’d love to work somewhere in the sun with a view over the sea (as long as there’s air conditioning)! Where I am in my life now though being able to be around at home and working remotely when I’m not out visiting customers is the best office I could ask for.
Would you like to arrange a call with Luke to discuss innovating your digital campus?