One of the biggest ongoing challenges salespeople face is how to engage with clients.
But why is it still so challenging?
The answer is obvious when we step into our customers’ shoes.
They are, or they feel, extremely time poor and change is risk for them.
So, let’s make it easier for them by entering sales conversations armed with valuable insights that can actually help them.
Depending on your business, here are a few ideas to pursue:
Media & Events – your clients are obsessed with their customers which just so happens to be your audience. Do some research and find out as much as you can about your audience. What is their reality now? What’s changed for them? Where do they want to be? What kind of messages from your clients will they respond to?
B2B generally – your clients are obsessed with avoiding mistakes. So, let’s help them. What are the mistakes that people like them make when they are not prioritising? What makes your solution unique? When people like them do use your solution, what are the mistakes to avoid in terms of implementation and rollout? What does your own audience and end-user data tell you about their world that they need to hear?
Salespeople are perfectly placed to teach their clients about these things.
So, do your research and then package it up into an intelligence report or whitepaper. The result will be gold dust for your clients. It represents real value to them. It will help them make good choices and it will give them the data they need to justify those choices internally. It may even free up budget that they desperately need to do their job.
By offering to share insights you are giving your clients a clear and compelling reason to engage with you. Hopefully, once started, those conversations will head in a direction that is going to work for you.
Selling in the new world
Buyers now demand a stand-out sales experience. Selling with insights and telling powerful stories are excellent tools to help you engage with clients.
Knowing what good looks for your clients is vital for sales success.
We offer three sales programmes from sales essential skills right through to advanced selling approaches and strategies. Find out more.
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