Aligning everyone in the company to answer one question can do more for your bottom line than the new software you just implemented.
It’s not the answer to, “What do we sell?”
It’s not a bad question; after all you sell a specific product (or product line) or a service, right?
Yet there’s a more important question you need to ask yourself: Does everyone in your company— sales, marketing, customer service, all leaders, production people, finance—not only know what you sell… but what your product or service really does for your customers?
- Does your product or service provide a solution to a buyer’s problem?
- Does the solution create or capture an opportunity for that buyer to do something more effectively, or to achieve something they didn’t realize they could?
- Does your solution satisfy a need or fulfill a want or desire?
Too often we get so focused on what we produce or deliver that everyone in the company loses sight of the real value of the product or service.
[Tweet “The one question everyone in your company needs to answer is: What do we do FOR our clients?”]
Last week I was with a sales team when the owner asked the group, “What do we do?”
There was a long silence and then some short responses on the service that was provided.
He dug deeper… “What do we do FOR our clients?” More silence.
He continued, “We help our clients capture more sales. We provide our clients more time in their day to focus on what they do best by taking away the time suckers.”
That got the ball rolling…
The one powerful question everyone in your company needs to answer correctly is:
What do we do FOR our clients?
Ask this question of everyone in your company. Use it to start to pave the path to refocus everyone on what really matters…what your solution does for your customers.
Then reinforce it internally whenever you can so that your entire front line can explain it in all their conversations with prospects, customers, and anyone who wants to know what your company does, and more importantly, why they should care or want what you offer.
Want help with getting your team focused on what you do for your clients so they can make their sales, coaching, and service conversations relevant and productive?
Schedule a 30-minute no-obligation call with Nancy Bleeke www.calendly.com/nancybleeke
Ready to train your sales people to have conversations that focus on the real value for your buyers? The Genuine Sales course begins soon. Your sales staff will develop the habits, skills, and will to win business through their sales conversations.
A special FREE invite for another fantastic event:
Go from Cold Calling to Cold Emailing
Did you know:
- For every $1 spent on email marketing, the average return is $44.25
- When marketed through email, people spend 138% more than people that don’t receive email offers
- A recent study concluded that email is almost 40x better at acquiring new customers than Facebook and Twitter
But what do you do once you have their email?
- How do you get them to buy from you?
- How do you nurture the relationship to build trust and authority?
- How often do you send them emails?
Getting noticed in between all the emails, newsletters and spam we receive is no easy task, and a good, timely email can make a huge difference to your revenue. Email marketing may seem boring compared to some of the cool tools and gadgets on the market, but there is no denying that email is still a tool with amazing ROI.
35+ of the best email marketing experts on the planet will shortly be gathering in one place…
It’s called the Email Success Summit.
From March 14-23 you can attend this online conference from your office (or couch..) And we have some free tickets to give away!
If you need more leads but is struggling at all with email marketing – if you’re faced with falling open and click rates, if you can’t get people to buy, if you can’t keep people engaged – the Email Success Summit will put you on the straight and narrow.
The Email Success Summit will show you how to make money every time you send an email. It’s that simple.
Get the details and reserve your seat.
4 Success Drivers You Need to Know...and Grow
TRAINING REPLAY
How do you strengthen this "Will" among your sales associates? How does the lack of drive impact your daily life? I discussed this and so much more on a recent virtual training event you can access below. It's valuable information for any business leader who needs to maximize performance of their people to grow their company.
Click here to access the replay.
