Sell The Problem You Solve, Not The Product
Sell the problem you solve, not the product.
Think about that, your product and or service must solve a problem(s) otherwise why would someone buy it? Doctors solve problems of disease, lawyers help you navigate with the law, accountants solve your tax problems; what problem(s) does your product or service solve?
Every business has problems or challenges and those of us that find it, and solve it, reap the reward of a completed sale. The best way to discover the challenges facing any business is to research the industry BEFORE you make your initial call. Also, research the specific company as well. Knowledge is potential power and the more knowledge you have about a business and the challenge(s) that business has will get you on the highway to a successful conclusion.
You find more specific challenges when asking questions and actively listening for answers. In my business, On-Hold Advertising, I know through research that call abandonment is a major challenge causing businesses to lose potential sales. I also know that most clients of a business never know all the products and or services a business has to offer. Therefore, by creating custom On-Hold messages, knowing that 60% of first time callers will abandon the call within thirty seconds if there is silence, another ten seconds if there is music; however, they will stay On-Hold for 4 or more minutes with an On-Hold message informing as well as entertaining them. And, 12% to 16% of the callers will take action on something they heard while On-Hold, which adds to the bottom line.
Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home based businesses, maintain both their marketing and branding messages to their clients and prospects. It can up-sell and cross sell present clients and inform prospects of your business and philosophy. It makes a small business sound big and a big business sound friendly.
Let HoldMasters help you when your business is on the line.