From the course: Sales: Referral Selling
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Why clients don't care about you
From the course: Sales: Referral Selling
Why clients don't care about you
- Why is it that when people ask what you do, you can't wait to tell them what you do. Most of the time it's a features dump. The truth is, buyers don't care about you. They don't care about me. They only care what you do for them. You won't make a sale unless you link your solution to the results your clients can expect. It's hard work. Clients can't do it. That's not their job. Today buyers learn most about what they need online. They don't need you at this stage. The question you must answer is, "Why should "the client work with you?" It's not because you've been in business for 10 years, you're responsive, your customer success team is top of the line, that you've won multiple award, your products are innovative, or your technology is ahead of the curve. None of that matters. Buyers only care about what you will do for them. So how do you talk about what you do without talking about what you do? Seems like an odd question. But it's an important one for you to answer. First, ditch…
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