The value of your product or service must be greater than their pain. Quantify the pain versus what you offer. Return on investment. Peace of mind. Ask them “what is the cost if we do nothing about this issue that is clearly bothering you?” If they choose not to buy them it’s one of two things: you the pain potential versus your offering doesn’t have a strong enough value proposition or you didn’t communicate it clearly enough by addressing their pain. It’s not about preventing the end of the world, but it is about speaking to their concerns.
Ask them what is keeping them from using your service (if you've already marketed to them)? Find out what is the major gripe your prospective client's have with other companies like yours. I found out that the major complaint with my prospective clients, is the lack of quality control and lack of communication between them and their vendors. So.. when I speak to a new client, I stress our strengths in those areas.
Without sounding like a broken record, but I always get the prospective client to talk about themselves, first by asking direct questions that are not salesy but provide details that identify their need/pain, and then I use success stories that are related to their need. Stories are powerful. Then show them the data that validates how much can be lost without certain coverage. People are always very apprehensive about “sales” pitches because there is no trust. I often do not offer a quote, but allow them to see the vision and then request one.
A quote from John Ruskin: "It's unwise to pay too much, but it's also unwise to pay too little. When you pay too much you lose a little money, that is all. When you pay too little you sometimes lose everything, because the thing you bought was incapable of doing the thing it was bought to do. The common law of business balance prohibits paying a little and getting a lot -- it can't be done. If you deal with the lowest bidder, it is well to add something for the risk you run. And if you do that, you will have enough to pay for something better."
Consider reaching out to business organizations, associations, societies and offering to host informative presentations at their locations for their membership. Do this for free and don’t sell while presenting. Just explain how the u/c process works, the mistakes that ate made and share some success stories. Your name will get out with little effort or expense to you
If you provide a service that has an excellent ROI then you have a lot of options. All of which revolve around telling people what you do, how you do it, and the results that you can expect (better yet guarantee). Your website should be the hub for this information.
Start by addressing the pain points your potential clients have. If you can't relate to their issues and show an understanding of what they are going through you'll lose most of your visitors. The honest truth is that no one cares about your company. They care about themselves. How can you help them? Do you understand their needs? You can answer these types of questions on your website. Share that information on networks, and start spreading the message.
Now go beyond that. What advice can you give these potential costumers? What are the things they need to know before looking for your services? What should they avoid, and what should they look for when hiring someone in your position? Provide the information in an unbiased way. You aren't selling you are educating at this point. When they are ready to think about purchasing the person that educated them on the topic will be at the top of their list.
Utilize Video, Audio, and Text to get your message across. Present a client journey with milestones on your site and in a download that can be skimmed easily. This should include testimonials and interviews. If possible provide a demo or cost savings calculator.
Depending on your target demographic consider speaking engagements. If you can't get on stage at a relevant tradeshow (although I'm sure you can), try creating your own even, or reach out to radio shows & podcasts you'd like to be on. This is a fantastic way to be seen as a thought leader in an industry.
Lastly, put your money where your mouth is. Offer a guarantee on your ROI.
I can go on and on, but this gives you a baseline understanding of the task ahead. Should be a lot of fun if you enjoy what you do.
Answers (1-10)
The value of your product or service must be greater than their pain. Quantify the pain versus what you offer. Return on investment. Peace of mind. Ask them “what is the cost if we do nothing about this issue that is clearly bothering you?” If they choose not to buy them it’s one of two things: you the pain potential versus your offering doesn’t have a strong enough value proposition or you didn’t communicate it clearly enough by addressing their pain. It’s not about preventing the end of the world, but it is about speaking to their concerns.
Ask them what is keeping them from using your service (if you've already marketed to them)? Find out what is the major gripe your prospective client's have with other companies like yours. I found out that the major complaint with my prospective clients, is the lack of quality control and lack of communication between them and their vendors. So.. when I speak to a new client, I stress our strengths in those areas.
What you offer is probably not an 'impulse buy'.
You are probably one of many companies trying to sell them on services.
There's a 3-step process for selling to a prospect - Know, Like, Trust
Step 1 - They need to know who you are. Without selling, tell them who you are.
Step 2 - They need to like you. Cultivate a relationship with them.
Step 3 - They need to trust you. Find out what issues they are facing. Be a resource. Provide value.
Without sounding like a broken record, but I always get the prospective client to talk about themselves, first by asking direct questions that are not salesy but provide details that identify their need/pain, and then I use success stories that are related to their need. Stories are powerful. Then show them the data that validates how much can be lost without certain coverage. People are always very apprehensive about “sales” pitches because there is no trust. I often do not offer a quote, but allow them to see the vision and then request one.
A quote from John Ruskin: "It's unwise to pay too much, but it's also unwise to pay too little. When you pay too much you lose a little money, that is all. When you pay too little you sometimes lose everything, because the thing you bought was incapable of doing the thing it was bought to do. The common law of business balance prohibits paying a little and getting a lot -- it can't be done. If you deal with the lowest bidder, it is well to add something for the risk you run. And if you do that, you will have enough to pay for something better."
Hi Ken
Consider reaching out to business organizations, associations, societies and offering to host informative presentations at their locations for their membership. Do this for free and don’t sell while presenting. Just explain how the u/c process works, the mistakes that ate made and share some success stories. Your name will get out with little effort or expense to you
If you provide a service that has an excellent ROI then you have a lot of options. All of which revolve around telling people what you do, how you do it, and the results that you can expect (better yet guarantee). Your website should be the hub for this information.
Start by addressing the pain points your potential clients have. If you can't relate to their issues and show an understanding of what they are going through you'll lose most of your visitors. The honest truth is that no one cares about your company. They care about themselves. How can you help them? Do you understand their needs? You can answer these types of questions on your website. Share that information on networks, and start spreading the message.
Now go beyond that. What advice can you give these potential costumers? What are the things they need to know before looking for your services? What should they avoid, and what should they look for when hiring someone in your position? Provide the information in an unbiased way. You aren't selling you are educating at this point. When they are ready to think about purchasing the person that educated them on the topic will be at the top of their list.
Utilize Video, Audio, and Text to get your message across. Present a client journey with milestones on your site and in a download that can be skimmed easily. This should include testimonials and interviews. If possible provide a demo or cost savings calculator.
Depending on your target demographic consider speaking engagements. If you can't get on stage at a relevant tradeshow (although I'm sure you can), try creating your own even, or reach out to radio shows & podcasts you'd like to be on. This is a fantastic way to be seen as a thought leader in an industry.
Lastly, put your money where your mouth is. Offer a guarantee on your ROI.
I can go on and on, but this gives you a baseline understanding of the task ahead. Should be a lot of fun if you enjoy what you do.
Consider,rather than talk about your value, why not ask them what they consider their values. That opens your own doors
Build a story around why they need your service. What’s the value it will bring to them. Stop trying to convince them - show them.
Show them the money they will actually keep by using your services.