Journey of a Serial Entrepreneur

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How to get from where you are to where you want to be

The Customer

“A professional salesperson’s most valuable asset is reputation.” Zig Ziglar

Once you have identified an industry and collected as much macro information about it as possible, you begin the process of focusing in on specific companies. To funnel down to this stage, it is helpful to identify those companies with whom you have existing links or can gain easy access to through your professional network. Many entrepreneurs and sales individuals get stuck at this stage. This is primarily due to the fact that we do not focus on continuously building our professional network. This topic will be discussed about in much detail in the coming weeks. If you lack a wide professional network you will have to work on developing leads through traditional lead generation methods, these require a lot more  time and effort.

Once you have a primary list of companies, you must study them intently through their press releases, websites, annual reports, new products and any advertising they may be involved in. This will help you get a pulse on how the company is positioning itself in the market, who their target customers are and what products/services they are focusing on. It will also help you gauge who their competitors are and how they differentiate themselves from them. This will provide you critical insight on how to position your product/service to the prospect.

You will have to show how your product will add greater value to their company, whether it be through greater efficiency, increased ROI, wider exposure, customer acquisition or brand awareness etc. You must do your best to outline measurable results that will be produced through your product/service. If developed correctly you will surprise the customer with your in-depth knowledge of the industry, local market place, their current strategy and their current pain points. Along with an attractive NABC value proposition you will have developed a very convincing argument.

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2 Responses

  1. […] 2. The Customer: If you can figure out your prospects pain points well before meeting them, you will have substantially increased the probability of closing the deal given you have a great value proposition. There should be substantial time dedicated to doing maximum background research about your prospects before you actually pitch to them. You will need to develop a value proposition which is tailored to their current requirements and addresses a need. To read more please click here. […]

  2. […] The Customer Posted in Advice, Sales, Strategy. Tags: analysis, benefit, Business, competitor, consulting, […]

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