𝗕𝗿𝗶𝗱𝗴𝗲 𝘁𝗵𝗲 𝗚𝗮𝗽 𝘁𝗼 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀
Updated: Mar 27
Your business may be the best, but there's always a chasm between you and potential customers. How do you best bridge the gap?
𝗥𝗲𝗹𝗲𝘃𝗮𝗻𝘁. Answer these prospect questions clearly: Why would I buy what you're selling? Why should I buy it from you?
𝗦𝗶𝗺𝗽𝗹𝗲. Offer useful insights using common words. No one likes unnecessary eloquence, I mean, fancy words.
𝗙𝗮𝗰𝘁𝘂𝗮𝗹. Use metrics to explain. I shifted from “help you scale quickly” to “5 successful M&A transactions” with great effect.
𝗘𝘃𝗶𝗱𝗲𝗻𝘁𝗶𝗮𝗹. Use case studies, testimonials, etc. to show similar companies benefitting from your solution.
𝗙𝗹𝗲𝘅𝗶𝗯𝗹𝗲. Convey your message through multiple channels (e.g. social, text, emails, etc.) and consider changing approaches.
We once had someone send a plant as a thank you gift for meeting, and it definitely made an impact.
𝗛𝗲𝗹𝗽𝗳𝘂𝗹. Instead of listing all your features and functions, explain how you can effectively solve clients’ real business problems.
𝗣𝗲𝗿𝘀𝗶𝘀𝘁𝗲𝗻𝘁. As we learned in the post on cadence*, following up is critical so keep sending useful information.
You may be the best. Now it’s time to reach paying customers.
* The post on cadence (“Pace to the Finish Line”) can be found here: http://bit.ly/30VAjGD
Photo by Pablo Fierro who can be found here: http://bit.ly/2Pi1xox