1. Focus on Value and Impact
Don’t sell features and benefits, sell impact. Put yourself in your customer’s position. Acknowledge their existing solution. Quantify the cost of their current solution and demonstrate ROI through customer success stories with results. Try piloting programs with measurable outcomes and show business cases with dollar value Impact.
Ask yourself, how can you care about their business and help them make more money?
2. Consistency in Follow up
Research shows that while 85% of sales activities go unfollowed up on, 90% of meetings occur after the fifth touchpoint.
The most important work is done in the steps between calls. Use templates and tools like sendkits.io to cut down on time spent creating follow up. Keep email concise and personal while organizing supporting materials (decks, proposals, next steps, success stories) in a single link.
3. Develop Relationships with Sincerity
Build trust through genuine interest in the prospect's business. You want to come to the table with curiosity. Understand what problems you can help solve for them, what are their business needs and be a consultant, while not pushy to show sincerity.
