We have all been caught in a sales pitch that just would not end. You have to love the enthusiasm and passion the sales person has for their product but you simply wanted to know what features it has, how much it cost, when they can deliver and then an opportunity to ask questions.
Everyone is in sales; yes, all of us, regardless of what you do. So let's all make sure we are using the best messaging when we sell. Natalie Nathanson shares some good points we need to consider and then rework our sales pitch. Below is an excerpt and a link to the full article.
- - Thanks, Neal Odom
More Than Just Words: Demystifying B2B Messaging
By Natalie Nathanson - Forbes Councils Member
Start From 'The Other Side Of The Table'
Messaging is a make-or-break point in your marketing foundation. Often confused with "copy" or "content" (the specific words used in marketing material), in reality, messaging is the guidepost and framework for companies to articulate a cohesive, compelling and strategically crafted story to the outside world.
To set a solid foundation for successful relationships with customers and prospects, companies must focus on WIIFM: the "What's in it for me?" value proposition that elicits an emotional response from the audience. Put yourself in their shoes: Customers and prospects have everyday problems that impede their work. No one wants to feel alone in their struggle, and being able to evoke the satisfying "they get my pain and can help fix it" may sound simple, yet it is a powerful place to start.
Read the full article, click - - https://www.forbes.com/sites/forbesagencycouncil/2019/06/14/more-than-just-words-demystifying-b2b-messaging/#6ec49ea91cec