I don’t know about you, but I’ve talked to many, small business owners who are really watching their budgets closely and saving as much money as possible.
With this in mind, it can be more difficult to get to customers to use your products and services.
Yes, competition may be tough, but if you know how to sell your services accordingly, you can stand out and win new business.
Here are three questions to ask in order to prepare for your sales pitch:
1. What can you offer no one else can?
Before contacting a potential customer, you need to figure out what makes you unique.
- How can you specifically help this person solve his or her problems with your products or services?
- What do you offer the competition can’t?
To discover what makes you unique, review your skills and get a clear picture of everything you have to offer. You’ll probably find what makes you different by looking at your experiences, skills and background.
2. What does this customer need?
When you prepare to talk to potential customers, find out as much as possible about them in advance.
- What are their problems?
- Who is their competition?
- What kind of products and services are they using now?
Take notes, and when you give your sales pitch, use this information. The potential client will appreciate the fact that you did your homework and understand their business needs.
3. What do you need to do to close the deal?
If you’ve conducted the appropriate amount of research and asked your potential customers about their major pain-points, you are ready to close the deal.
Stress how you can help them solve their problems, and provide specifics on how you are going to do just that. Givetimeframes, strategies, potential results, costs, guarantees, and other, important data. After all, you want the customer to feel comfortable hiring you.
Is this process a lot of work?
Yes, this takes time and effort. But there is a lot of competition out there today. If you want to grow your business, it’s essential to hone in on your unique skills, discover what your customers need and let them know how you can help them succeed.
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