“To launch a business means successfully solving problems. Solving problems means listening” – Sir Richard Branson
So many business owners and sales people get too caught up in the product or service they are selling.
There sales approach is mainly focused on why they are the best at what they do, rather than focusing it on the client’s needs.
This is one of the biggest and most common mistakes businesses make in their sales presentations and marketing messages.
Sales and marketing used to be all about features. It then moved to the benefits of those features. Now it has evolved to solving problems.
Your sales approach should be focused on the solution to the client’s problem, instead of the service you provide. You should be selling the solution, instead of selling the service.
Most people search for solutions to their problems. People don’t buy products and services. They buy the advantages that purchasing a certain service brings. Successful marketing and sales strategies are based on finding the problems that customers have and are ready to solve, and then offering the solution for those problems.
The first step is identifying the problem and defining it. You need to know your target audience better than they know themselves. What are their problems, needs, wants and desires? What are there pain points?
The next step is knowing what level of awareness they are. Are they Unaware, Problem Aware, Solution aware, Product Aware or Most Aware?
What has caused them to have these problems? And what is the solution to these problems?
Once you know you can solve their problem, you can speak to them in a way that resonates with them and offer them the solution that they need. .
Dominate your marketplace by showing your target audience how you can solve their problems!
If you would like to find out more about this and how to incorporate it into your sales and marketing strategies feel free to contact me on 0449 216 251 or damien@sociallyscaled.com