Making it easier for Buyers to buy from You. Doesn't that just make a ton of sense? Read on.

Let's do like Simon Sinek and start with...

Why?

Buyers have changed the way they buy. They no longer tolerate previously accepted selling techniques.

In today's market, it's crucial for businesses to understand the needs and preferences of modern buyers in order to effectively sell them products or services.

This requires a shift in focus from pushing products to engaging with prospects and customers in a way that aligns with the way they now want to buy.

In other words, let's make it easier for buyers to buy from us. Doesn't that just make a ton of sense?

Now, let's move on to...How Do You Get It?

How do you make your selling truly Buyer-focused?

There are actually 10 specific Buyer-Focused Competencies any business needs to have in place, right from the very top of the sales funnel, through the middle, and right to the very bottom (and back again), if they want to call themselves buyer-focused.

And the 10 Competencies are:

1. Your Ideal Customer Profile

Understand who your ideal prospects and buyers are, including their demographics, location, industry history and trends, job title and responsibilities, pain points, KPIs and - critically - their personal motivations and ambitions.

2. Where Are They?

Identify where to find them, whether online, or in-person. i.e. where do they typically hang out? Yes, LinkedIn is an obvious place, but also consider business forums, conferences, associations, representative bodies and also what content they consume and which experts and thought leaders they follow.

3. How To Engage Them Effectively

Engage your potential buyers effectively by creating a “Lean-Forward Moment”. Literally make them lean forward and take an active interest in what you have to say, initiating a meaningful business conversation instead of hitting them up with a sales pitch. By the way, if you are dealing with senior executive buyers, did you know there are only 3 ways to engage them effectively?

4. Have An Effective Brand Promise

Show off your brand promise. What is a brand promise? It's not your value proposition (more on that next). It's a tagline or motto that clearly communicates the kind of customer experience your buyers can expect from doing business with you, even before they become a customer.

5. Your Unique Value Proposition

Make sure you have a strong and unique value proposition that is not about what you do, but about the outcomes you achieve for your buyers. Make sure your value proposition strongly differentiates your business from your competitors and makes you unique in the eyes of your buyers. Make sure it can be backed up with facts.

6. Clear Products and Services

Have a very clear description of your products and services and your pricing. Make it easy for your buyers to understand what they're getting from you. Even include details, such as pricing, implementation steps and time frames. Consider productising your services.

7. How To Fend Off Your Competition

Learn how to beat your competitors by proactively raising a subject that your competitors will not want to speak about: That subject is: BUYER RISK.

8. A Winning Proposal Process

Have a smart buyer proposal process that easily qualifies your sales opportunities either in or out, and gives you an unfair advantage to win the deal.

9. Superior Customer Experience

Know how to give your buyers a great pre, during and post-purchase customer experience that turns them into repeat customers.

10. A Referral Selling System

And, finally, have a referral selling system that turns your repeat customers into advocates for your business who then refer new prospects to you.

There you have them, the 10 Competencies your business needs, if you want your selling to be buyer-focused.

Are you now wondering how your business stacks up to the 10 Competencies?

There's a sure-fire way to find out, and it's free:

Take the free 5-Minute Check.

Go ahead, take the free 5-Minute Sales Funnel Check now.

At the very least, it will challenge your thinking on modern selling and open your eyes to new possibilities.

Here's to your selling success!

Peter Strohkorb

#business #sales #customerexperience #salesfunnel #buyersjourney #buyerexperience