Every Business Starts and Ends with Customers. If You Haven’t Bagged Any Yet, Well, You Better Back Out From The Sport Or Change What You Are Doing…
Every prospect in your pipeline is a baby. You need to nurture them carefully to make them smile and buy from you. If you win a customer through manipulation, you could win that deal but you would never get repeat business from the same customer. So before you talk to a prospect or rather pitch to a prospect about your services, do your homework good.
Target The Right Person:
We understand that your prospects are a mix of various job titles. They range from executive level to c-level business leaders. However, if you are selling products or services that would impact the business of your prospect, pitching to someone in the lower levels wouldn’t do any good as decision making is not in their job profile. Contacting an irrelevant person is as bad as not contacting at all. So check out relevant job profiles for your product/service and pitch to them. You can utilize free data search tools like Info CheckPoint, Zoom info, Hoovers, etc. to get the exact job title of a person. Top decision makers should be your point of contact and trust me; these people have more time than people at lower levels. Getting in touch with the right person is getting half way closer to a deal.
Investigate Your Prospect:
Perform a 360 degree research about the prospect’s business and their customers. Investigating about the prospect is a time-taking task. If you are not well-versed with the prospect’s business, chances are that you might miss out on a chance of getting business. Try to identify what is missing or what is wrong or what needs to be improved so that your client could get better results. If you have a product/service that could help prospects flourish, talk to them about it. Make sure that you can back up every question you ask them and vice versa.
Check If They Know What You Are Selling:
Not every prospect knows about the service you are selling. Tell them what is missing in their business and then show them your service. Detail out how your services can help them and show them numbers.
Showcase Your Portfolio:
Have a ready-made presentation or a video showcasing your work. Customize the portfolio based on the prospect’s business and industry. You can include few case studies that could trigger their instincts. Explain your service as you explain it to a child; do not overwhelm them with too much information. Have handy samples and send them immediately after they ask.
Make Them Happy:
Do not say that their website sucks or their SEO practices is not working or for that instance straight away, do not quote anything negative. People do not like to be judged and especially when it comes from a marketer, they think you are tricking. So do not portray anything negative about their business. Tell them in a subtle way that they need to upgrade themselves if they want great results. Do not be pushy about you products and services. Give them suggestions about what could be done but do not force them to buy you. Make it a point to sell what you can deliver. Show them you care. Try getting an emotional connect with them. Anything that triggers the emotional brain is not easily forgotten. So get that right.
Show Them Dollars:
No marketer could say ‘NO’ to dollars. Profits and revenue are the only aspects that always hit the target for marketing. So give them a crystal clear picture about the revenue they would get from your service. Back it up with proof. Show them a blueprint of what you would do for dollars to pour in for their business.
As we already said, prospects are like babies. You give them what they want, they smile else, they create a fuss leaving you no option other than repentance. So get the right prospect and serve them the right way and you can be sure of winning great deals…
