Customers and prospects respond better to education and information than hard selling. As part of your ongoing communication with your customers, offer them educational reports, invite them to seminars, and give them ideas on how to improve their business. By positioning yourself as an expert, you are demonstrating that you understand their needs. Next convention your exhibiting at, turn your trade show booth into an information source to boost traffic!
Michael Hepworth is the renowned author of The StreetSmart Marketer. A serial entrepreneur, businesses coach, and mentor, Hepworth has successfully started and sold three businesses, in which he developed a client base of Fortune 500 companies across North America. He is now working in his fourth business, Results Exchange Inc., which helps entrepreneurs learn and apply revenue growth strategies. He can be reached at Michael.Hepworth@TheResultsExchange.com.
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Find out about your customer? People love to talk about themselves and their needs. Engaging them in conversation to help them find a solution will entice them to continue talking.
What are your difficulties with?
What are your toughest challenges with?
Where do you find your business struggles the most?
People are more likely to open up when a question is asked of them, it's a verbal call to action.
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