How do you become and remain relevant to your potential clients?
You understand them BETTER than anyone else but;
Many a sales rep doesn’t think about this often enough.
So let’s change that by answering the following questions;
- What are the questions you are asked most frequently about your product, service?
- What are the questions they should be asking but they aren’t. Example: At the holidays, my potential clients ask “How can I sell more when I’m under this year end pressure?” they should be asking “What can I do next year so I’m not in this predicament again?” There are also questions that potential clients should be asking you with regard to making a better purchasing decision. This time of year, lots of people approach me to speak at their events. One of the questions they SHOULD be asking (but often don’t) is “What happens after the event to ensure that everyone retains the content?”
- What challenges does your potential client typically have?
- What opportunities do they typically have?
To really get the answers to these questions, you should consider brainstorming them in your next sales meeting, looking in your inbox at some of the questions you’re asked. You should ask your marketing team or your webmaster about the questions people typically ask via the web form on the company site.
Taking the time to do this simple exercise once a quarter will you to have an UP TO DATE UNDERSTANDING of your potential client’s world and;
Remember, that world is constantly changing for them.
Once you complete the exercise you can;
Email potential clients helpful tips, ideas and resources
You can ask better questions to see if there are any deficiencies in those areas
You can hit on some of these as talking points and let’s stop there for a minute.
I once worked for a company that did something that I bet many of you have experienced with your company.
They beat us to an inch of our lives with this perceived selling point that they wanted us to force feed our potential clients.
Want to know what it was?
They (a security company) told us to really talk up the fact that we had one of the largest fleets of squad cars in the area.
They never told us why and even if they did, I can tell you that the average person we met with, didn’t give a sh*t about their “fleet” unless;
Maybe those cars were like some kind of bad ass transformer and could vaporize a bad guy.
that message cost us opportunities!
Why?
Because it was irrelevant to the people who bought our services but;
Let’s continue on with what you can do after you complete this exercise;
You can educate your potential client on how to properly buy your widget
And speaking of educating your potential clients;
One of the ways I educate my potential clients is by sending out emails.
I can reach a ton of them this way and I find it makes them more familiar with me when I pick up the phone.
Truth be told, many of them call me before I get the chance!
On November 3rd, we’re going to talk about how you can do just that, while generating MORE leads than you’re currently working!
Here’s What You’ll Learn By Joining Us;
- How To Create An AWESOME Email List
- How To Get People To Willingly Sign Up For Your Emails
- 15 Types Of Emails (With Suggested Subject Lines) That Get Opened and Responded To
- How To Generate Leads Via Email
- How To DOMINATE In A Competitive Industry
- How To Establish Rapport, Credibility and PROPINQUITY!
- How To Generate Referrals From Your List; Even If You’ve Never Done Business
To learn more, and to reserve your spot, click HERE.
