Since it’s hardly likely you’ll be the only option available to your prospects and clients, today I want to remind you of a few fundamentals to bear in mind every time you court a prospect or want to upsell to an existing client.
There are no magic tricks here, just tried and true marketing strategies that work every time IF implemented.
Sadly, a lot of small business owners and entrepreneurs overlook these fundamentals.
Ready to differentiate yourself and WIN customers every time?
Here goes:
1: Solve problems
Believe it or not, that’s what you do – you solve problems. Dr. Dave stops Johnny’s toothache quickly; he responds to emergencies faster than Dr. Pete, his competitor down the street. Therefore, Johnny’s mom trusts Dr. Dave more. She knows that when she has a problem, he will be the dentist to solve it best.
Avoid the mindset that suggests your product or service is what your customers buy – not really. They buy the best solution to their problem.
Period. End of story.
When you can clearly and succinctly articulate the ‘pain’ your buyer feels, you will create a sense of ease and feeling that this business understands what you need.
The way in which you communicate it is another piece of the puzzle, for another time.
2: Walk a mile in their shoes
Now that you have your prospect’s attention, it’s time to communicate that you understand their world – it’s time to show them that you are on their side.
What does that look like?
Show them you are their hero.
Then paint a picture of a world where their problems disappear because of the solution you offer. Let them feel they can exist in this ‘perfect problem free’ world.
Why do you think fitness trainers who have overcome excessive weight gain, body shame and insecurity are more credible to prospects who want to overcome these said issues?
Because,
They have already walked a mile in their prospect’s shoes and can genuinely show them a new and ‘perfect’ world in which they can exist.
3: Show them a way forward
Your prospect is now at ease because you have acknowledged and addressed their pain and have shown them that there is another way. A better way.
Now show them that by taking the first step with you they can move out of their current situation into a brighter and pain free world.
4: Invite them to take action
It surprises me how often this key piece is often neglected or overlooked.
What’s the point of steps 1-3, if in the end you fail to invite them to take some kind of action?
You’d have lost an opportunity to solve and serve.
Your Call to Action (CTA) can be anything depending on the desired outcome you want.
It could be to:
✔️ Contact You
✔️ Visit
✔️ Learn More
✔️ Try Now
✔️ Sign-up
✔️ Get Coupon
✔️ Get on a call
While you may think this is obvious, it’s your job to be explicit in recommending the next step.
I am confident that if you follow these steps as your blueprint, you’ll win customers every time.
What do you think?
