If your prospects could talk to you, what would they say about selling to them?
Here’s a pretty honest, straight-forward note we found a valuable reminder about what really matters when you are selling.
“I’m your prospect. Here’s how to get me to buy from you.”
I only care about me!
I do not care about your company or you or your products or service…unless I think they are going to do something for me.
When I speak with you or look at your ad, your email, or your website, all I’m looking for is information that looks like it is intended for me and only me.
I have a filter in my brain that seeks out only information which will help me solve my problems or looks interesting to me. Me, me, me!
So what this means for you, is that you need to stop thinking and talking about you and your company and your product or service. Everything, and I mean EVERYTHING, in your marketing and sales process must be directed at me…and about me.
Don’t make me work to figure out what you have for me. Spell it out very specifically for me.” Mr. Prospect, here it is, here is what’s in this for you.” Put yourself in my shoes.
- What kinds of problems am I facing?
- What do I like to talk about?
- What am I thinking about most of the time?
I am so busy I don’t know which way is up most days. That’s why I need to get exactly the information I want and I need to get it fast. So don’t mess around trying to make your information look fancy. Just get to the point.
I am not always in buying mode; most of the time I am just looking for information. If you give me valuable information that will help me now, I promise you I will think about you when it is time to buy.
Sorry if I was a little hard on you, but I felt it was necessary for both of us.
You see, we depend on each other. I depend on you for information and all of the stuff that I need to buy, and you depend on me for your livelihood.
So we need to work at understanding one another. And we should promise to always be very direct with one another and tell it exactly like it is.
Yours very truly,
Mr. Prospect
Excerpted from Phil Glosserman’s weekly blog. Thanks, Phil!
