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Better to be known for something than for nothing. One of the key parts of my Lead Generation Master Class workshops is to get people to focus on their ideal client and why their ideal client REALLY needs to speak to them. So many people struggle with generating leads NOT because they are highly talented but because they are just like everyone else.
It seems that everyone knows what a sales pitch is and yet few know what is a good sales pitch except when on the receiving end of one! This article aims to demystify what is a key part of the sales process. Whether we like it of not, if we want someone to say yes then we need to do a pitch, no matter how subtle, or rely on our prospects to either be psychic or desperate enough to work it all out for us!
There are 6 questions that I use to turnaround the sales fortunes of my clients.
Over the next 6 days I am going to share these questions with you to help you with lead generation. Follow each blog and I will help you to understand how to approach answering the questions.
Day 1: Who is your target audience?
Day 2: Where is their pain?
Day 3: How do you take their pain away?
Day 4: Why you? (and not your competitors).
Day 5: Where is your credibility?
Day 6: How will they find you?
Where is their pain?
Yesterday we covered, who your target audience is. We separated your target audience into categories. Today we are going to focus on their pain. If we can establish their pain it will make it easier for you to sell to them.
So far we have covered, who your target audience is? Where their pain is and today we are going to cover, how do you take their pain away?
So, how do you take their pain away?
How specifically do your products or services solve the archetypes’ problems?
What packages or deals could you create specifically for a particular archetype?
For example,
Why you? (and not your competitors)
So far we have covered who your target audience is, where their pain is and how to take their pain away.
So Who Why You?
Where is your credibility?
How can you prove that you are able to take away their pain?
The best proof is having previous experience AND for them to be able to talk to existing customers.
Ask some of your customers to write you a testimonial.
Ask them if they would mind if they can be used as a reference.
How will your customers find you?
You may have the best products and services in the world but unless your target audience knows that you can take away their pain then you are unlikely to sell much!
Once you have got #1 -5 answered correctly then you need to promote your business in as many different ways as possible bearing in mind the cost of generating leads.
Typically you should be looking at around 10 different methods. Networking is just one way.
I have worked with a lot of people lately who have attended other people’s sales training programs and yet not getting results. The problem has NOT been the training itself but the fact that they were trying to sell the wrong thing.
A common mistake experts in business development is that they try and sell their knowledge to clients, thinking this is what they want. An endless stream of knowledge has no value in its own right. The real value is in your experience of applying knowledge to solve problems.
