Most business people get the cart before the horse when it comes to promoting their business. How often have you heard statements like “We’ve been in business for 25 years.” “We’re locally owned.” “We have 100% certified technicians.” “We use the latest technology to get the best results.” Bla, bla, bla.
Guess what? No one really cares.
In today’s marketplace, you have to make it about your prospective customer, not about you? It’s all about your prospect’s problem and how you can help them fix it. You have to bring value first to earn the right to ask for their business.
A prospective client asks four questions similar to these below before they hire anyone:
- Does he or she understand my problem?
- Do they have the experience and tools to solve my problem?
- Do they care?
- Will they do what they say they will do?
If you can’t or won’t answer those questions in the mind of your prospect, they will not become a client or customer.
So, when you learn to bring value first, you never have to sell again!
What that means is by your giving value to your prospective client first and actually helping them instead of “hard selling” the sales process becomes easy. You will be viewed as the authority. As the goto expert. And as someone who has your client’s best interest at heart. You will become the natural choice in a crowed world of white noise and “me-too” competition.
Stay tuned for more articles on how to implement this strategy in your business.