As Burt Dubin one wrote, youu are a marketer first and an expert second. It does not matter what field you specialize in – this truth always applies. I have profited greatly by acting based on this truth in my business, and I always recommend it to my clients and others I coach.

The main reason is that it keeps you focused on ensuring you stay profitable while working to meet your client’s needs.

Below is an example from a real life case study based on work I do serving Farm CEO users and prospective buyers of my Excel-VB driven Poultry Farm Manager software.

The prospect had emailed me following our phone conversation that took place when he called me, in response to detailed notes I sent to him. Note that I also made him a promotional offer of some bonus gift products if he paid before a deadline of about 36 hours from the time the offer was made:

From: xyzfarms

Date: Wed, 27 Apr 2016 19:34:08 +0100

To: Tayo K. Solagbade

Subject: Re: 10 Cost-Saving Farm Business Ideas Articles – and a Video – You May Find Useful

Hello Tayo

Thanks for the series of articles you’ve issued providing an insight into the importance of record keeping and cost savings.

I also acknowledge receipt of your offer for the purchase of the software. However, I have 3 questions before reaching a final decision on the software purchase.

Firstly, can the software be remotely view from anywhere in the world. In the event of travelling outside the country and being able to monitor activities / performance on site?

Secondly, can 2 users be on the system at the same time. That is the farm manager carrying out the input whilst I await for the output at the other end, at a different location? Or do I need to log out and log back in after he is done with the input.

Thirdly, would you be providing basic record keeping forms that farm staff will need to complete on a daily basis before the actual input is made on the system by the farm manager?

I strongly hope you can respond within a resonable time frame in order to avoid me breaching the offer time frame period.

Thanks in antipicipation of a prompt response.

Here’s the response I sent to him

Thanks for your message,

My responses to your questions begin with “>”:

1. Firstly, can the software be remotely view from anywhere in the world. In the event of travelling outside the country and being able to monitor activities / performance on site?

> No it cannot. However I can add such functionality in a manner that enables cost-effective use in that manner if you wish. For instance I can make it generate a special web page report or PDF that will be automatically emailed to you.

Several other options exist. I will tell you what they are, with pros and cons, then recommend a way forward based on the uniques needs I identify you have from asking you questions.

2. Secondly, can 2 users be on the system at the same time. That is the farm manager carrying out the input whilst I await for the output at the other end, at a different location? Or do I need to log out and log back in after he is done with the input.

> This app can be used across an intranet via 2 or more terminals. However only 1 person will be able to save changes made, and that’s the person who opens it first on the network. However all other persons will be able to view the entries and generate any reports they want from any other terminals.

Having said that, I did not build this app for use in that manner. If this kind of usage is important to you, a different architecture is likely to be needed to make it happen – like that used in the network based Hotel Records Management System I built for a Lagos based hotel that used it for 6 years.

Again adding this functionality requires a development expense. I have ideas of cost-effective ways to get it done. To make it easier for you, I offer to peak to other Farm CEOs using the app to find out if they would like to share the cost of adding that functionality with you – along with that mentioned in 1 above.

3. Thirdly, would you be providing basic record keeping forms that farm staff will need to complete on a daily basis before the actual input is made on the system by the farm manager?

> The app actually comes with an interface containing a customizable farm operations daily records form that you will print out and make photocopies of for each day of the month. The PDF userguide that I will send along with the software contains details, but it’s quite straightforward. Rest assured I will be available to support you anytime.

Important Notes

You first have to buy the app.

The good thing is that once you buy the app you become a member of my Farm Business Ideas Club and that entitles you to a lifetime discount of 40% on all my other products and services.

Adding the functionalities mentioned in 1 and 2 above will however require additional investment on your part. Development fee starts from N100k depending on nature and scope of work to be done.

Another thing I can do is to speak to other Farm CEOs using the app to find out if they would like to share the cost of adding those functionalities with you.

Hope this helps,

Tayo

Summary

This conversation is yet to be concluded. However I have shared these excerpts here to illustrate how I respond to requests that fall outside the scope of the solution I offer. It’s important to always put the client’s needs first. However it is not wise to do so at the expense of your productivity or profitability. The foregoing informed the offers I made to him above. I hope you find this of some use.