Here are five ways you to engage buyers and close more deals (article written by Jeff Ogden on October 15, 2013)
- Do your homework
The first thing that pops into the mind of your buyer is “What does this guy (gal) know about me?” Therefore it is more important than ever to know your buyer.For instance, I’m a graduate of the University of Notre Dame. Don’t you think an opening line of “Great win for the Fighting Irish on Saturday night!” would work well for me? I don’t hang up on you, that’s for sure.How can you personalize your messages to a very high degree like that one did?Spend time studying up before you make that call, so you can make your messages highly personal.
- Be creative and different
Everyone gets far too many voice message and emails.But how many handwritten notes on executive letterhead do we get? Zip.And don’t forget video – even a quick video done with your iPhone can be very helpful – because it engages eyes as well as ears.My advice is simple. When the world zigs, you need to zag. Try to be different.
How can you do the unexpected?
- Stop Selling, Start Helping
Jay Baer, the content marketing expert, leaned into the camera and said “Do you know how to be awesome? I sure don’t. But I do know how to be helpful.”If you can strive to figure out how you can be truly helpful to your prospects, they will respond in kind.By the way, for more on this, check out “Stop Selling, Start Helping: 5 Ways to Create Magnetic Content” from the Marketo blog.
- “No one cares about your products and services except you”
This famous line was first said by David Meerman Scott and it’s true. The last thing your prospects want to hear is how great your products and services are.They care about themselves and their own problems, not you.Stop talking about your products and services and start talking about your buyer and his or her business results.
- Be patient
The fifth and final tip might be the most important of all. In order to engage buyers, you need self-confidence, humility and patience.Think of the great closer for the New York Yankees Mariano Rivera. Do you think Mr. Rivera ever rushes anywhere? Of course not. He is cool, calm and collected.Emulate that behavior and watch your sales grow.