The answer to this question is starting to be my pet peeve, and I am sure I am not the only one in this situation. I’m going to use my company as the bases of this article. You’ll need to just change the name and facts to reflect your business.
I think it is very obvious what The Business Solution does. I think our advertising messages are very clear and easy to understand. I think that more than 50% of the readers of this article can totally benefit from what we offer. I have been around for a while, I am educated, I feel I am intelligent, and I am real world wise. So what is my pet peeve? Most businesses do not understand the benefit of what we can do to help their business; they think we are just a software and web company. Is this true for you? Prospects know what service or product you offer, but are not aware of how it benefits them? Most businesses do not realize that whatever our service costs, they will benefit many times over.
How do I know this?
When I get an opportunity to sit down one on one with business owners to discuss what we have to offer, here is some of what I hear them say.
“I did not know you did that.” “I didn’t realize how software and web solutions can increase my sales and the efficiency of running my business.” “I thought you would be expensive”. ”Not only will I make my money back many times over, you start as low as $47/month.” “I thought it would be hard to set up and learn how to use, and then I found out that you would install, set it up, and show me how to use it.” “We tried software a number of years ago and it did not work out, I didn’t know what you could do and what has changed since then.” And my all time favorite, and probably yours,”why didn’t you tell me you could do that for me, I would have bought ages ago?”
So what should you and I do?
Don’t assume that your prospects are fully aware of what you offer, or how it can benefit them. Always look for new or innovative ways to show your prospects what you have to offer. Give your prospects a way to view or try what you have to offer. Whenever you get a chance, including networking events, tell people what you have to offer in ways that they will understand and how they will benefit from it. We are all trying to mass market what we have to offer, but often it is the one on one situation that really makes the sales. So if you are selling, take the time to talk to me to help me understand what you sell and how I will benefit from it. If you are buying, take the time to talk to the seller to find out what they have to offer and the benefit to you. This way both parties are happy.
So if you ever wonder why I have never bought from you, or have seen me in your office or store… I think you get the point.
Location: SinglePost
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