What Are Your Client’s Business Problems
Why should someone buy from you? How do you create a sense of urgency?
At the end of the day, the only reason someone buys from you is that you solve a problem for them.
All of this begs the question: Do you understand your client’s business problems?
From a sales perspective, we can start each appointment with one of a few simple questions:
- What challenges are you facing in your business today?
- What are your goals for this year?
- How is business?
This can guide the sales process. It can also guide our marketing. As we begin to understand our clients’ issues, we can apply it to our marketing.
Instead of being lead by products, our marketing can be led by problems. This will have a much greater chance of engaging potential clients and showing them that your dealership understands their business issues.
Marketing to your clients’ business problems will also help you differentiate from manufacturer-direct locations who will inevitably be constrained to approch the market from a product-perspective.
Action Item: In your next sales meeting, ask your sales reps what business problem they have identified in each of their prospect’s accounts. (You might even consider creating a new field in your CRM software: Business Problem.)
Very few things in business and life have more power than a story. This is most true in sales and marketing. For all of the flashy marketing pieces, cutting-edge websites, social media posts and slick presentations, at the end of the day, what makes the most difference is a real story.
Tribute to Zig
"A goal properly set is halfway reached."
This is from one of my friends and favorite bloggers, change guru Ken Stewart.
My Email to Mitt Romney After the Election
Mitt and Ann—and team
Thank you from the bottom of our hearts for all you did. You ran a valiant campaign with a compelling vision for the future.
Please stay involved. You have a following and a platform.
We need to continue to stand strong against the path of destruction laid out before America. Here is the path as I see it:
- Companies drop health care or cut workforces and move to more part-time employees to avoid crippling healthcare costs—especially in the services sector
- The economy slows even more with the impending tax increases
- People get more scared
- Companies and successful people get blamed for the problems
- Unions come to the rescue
- Government comes to the rescue with national health care.
The net result will be a country of where a majority have surrendered their personal freedom in exchange for security from unions and government.
I believe what lost this election was not the 47%. It was the 47% plus unions.
I appreciate the graciousness of your concession speech. While the country does need to unite, it does not need to cave in to a plan that will have a deep impact on our freedom.
Please continue to be a loud voice and champion for achievement and freedom. I will stand behind you.
This past summer while I was canoeing the Buffalo River on one of my quarterly sabbaticals I decided to go on a float trip instead of my usual backpacking. I figured it would be less work. And, instead of covering 8-10 miles in two days I would be able to cover 30 miles.
There is something very…
To change the world we must first change HOW the world changes.
Treatment and Prevention
The scientific world has made incredible strides in the detection and treatment of disease. However, when it comes to prevention, we still find our hospitals handing out pamphlets and drowning people in online information.
It’s time to bring science to the process of change so that we can truly help people make positive changes in their lifestyles to avoid disease. The success of individuals, families, cities—our very society—depends on this.
We put a focused effort of science to put a man on the moon. Now let’s put a focused effort to help people truly change their health.