All the answers are in the client!
What do I put on the home page of the website?
What do I write in the subject of this email?
What goes in Google Ads ad copy?
What service do I promote the most during the pandemic?
What do I write in the next post?
There is only one answer that the client cannot give me:
Why don't I learn to know him better?
That is why today we want to share these three questions that, if we answer them correctly, will help us to know our clients better. In this way, we will be able to define much more effective marketing and sales strategies that will help our clients to satisfy their needs, in a win-win relationship.
Question 1: What task are you seeking to solve with your purchase?
Behind every purchase there is a benefit sought or a task to be completed.
The customer who buys a CRM is looking to organize their business processes.
The client who purchases remote sales training is looking for their teams to have more tools to engage with clients and prospects effectively in this new era.
The customer who buys a management book is looking for lessons, ideas and techniques to apply in his management and become a better manager.
Question 2: What pains or problems are you looking to avoid or solve with your purchase?
In B2B consultative selling, there is always a pain behind a purchase need. Knowing that pain allows us to access the motivations to better help and guide our client.
The pain behind buying a CRM -for example- may be the fact that you are mobile phone saudi arabia mobile number directory losing many opportunities by not managing them in time.
Question 3: What is the success scenario that the customer projects with the purchase?
Every purchase involves a promise. A Sales Manager might be looking to break all sales records, a Marketing Director imagines being responsible for the best website built in the company's history, or a Human Resources Director wants to get his company listed on Great Place To Work, to name a few examples.
In the success scenario, the client can imagine themselves enjoying the benefits of having achieved those results and if we know what they are, we will have a greater chance of helping them achieve them.
This is just the beginning of a long-term relationship that requires patience, perseverance and the ability to apply all the knowledge we have about the different customer profiles (or buyer personas) into a successful marketing and sales strategy.