Inside Out Approach to Better Sales

Most sales and marketing teams are making a huge mistake when they talk about the problem(s) the business solves for their clients.?

The sales and marketing tends to focus too much on the problem or the features of their product or service.?And it's costing them a lot of money.?

Selling solutions to external problems like wasting time or money isn't bad but the real reason clients tend to buy is to solve their?internal problems.

Internal problems are the deeper, personal fears or frustrations clients face.

Set your business apart from every other company offering to "save time or money" by putting your clients' internal fears into words. They'll feel understood, like you?really get them.?They'll engage with the rest of your messaging in a more meaningful way.

Here are some questions your sales and marketing teams can begin asking in order to identify your clients' internal frustration and increase empathy:

• What tasks does your client hate doing as it relates to your product/service?
• If they weren't doing that task or taking less time to do it, what would they be doing instead?
• What keeps your client up at night?
• What makes your client upset or angry?
• How would your client's life look different if they had more (leisure) time?
• What would your client do if they suddenly doubled their revenue/income?
• What makes your client feel embarrassed or self-conscious?
• What makes your client feel proud and accomplished?

Your sales and marketing team may feel like they're guessing at first but the reality is they've probably heard customers express answers to these questions before.

Your clients are the best source for a message that resonates – positively or negatively.?

Write down your clients' answers and use their phrases as inspiration for the next email campaign, to update the company website, or even to create a whole new product or service offering.

Use your clients' words to craft a compelling vision of future success and powerfully call them to take action toward that future.

Did you find this useful?

If you found today's content useful and would like help learning how to implement it into your sales and marketing, let’s have a no-obligation conversation.

I’d love to explore how I can help.?Click here to schedule a call.