TALK LESS LISTEN MORE
Talk less, listen more. Don’t ask abruptly but enquire candidly about the client’s interest and you will get the clue
1 Build the right connect
While meeting with clients, talk about their problems and not about your product or service. Talk less, listen more. Don’t ask abruptly but enquire candidly about their interests – things they like and don’t like -You will get the clue.
2 Focus on Trust-Need-Value
Is what you are saying believable to the client? Will your client feel confident using your product or service? Will it address real issues consistently? Does it have real value for money as perceived by the client? If you miss any one of these aspects you will lose the customer.
3 Be specific about your USP
It should answer the question, “why should I do business with you when there are others?” Preempt all the objections and answer before the client asks them while presenting your proposal/ solutions that will help solve the problem.
Give your client something of real value they can use such as valuable information, tips, steps to use, an e-book related to their areas of interest, etc.
4 Use proper medium
There are several channels of communication to reach your target audience. Use as many as possible. Don’t just rely on one or two magazines, emails or phone calls.
5 Customise your message
Your message needs to be customised according to the profile of your client - human beings try to act rationally but when it comes to buying they become very emotional. Try to use the emotional quotient in your message (address the ‘Why’).
6 Invest to attract ideal client
The sharper you are in selecting your target audience, the easier it is to market/sell your product to them. If you want a positive response from your clients, you first need to spend on them. Give them something of real value they can use such as valuable information, tips, steps to use, an e-book related to their areas of interest, etc.
7 Learn about money and finance
Try to learn the dynamics of money and finance. Remember money is not real, it doesn’t exist. It’s currency that’s real. Spend a lot of time and money acquiring new knowledge.