Is your selling message clear? Do your prospects know what you’re selling? Answer these.
- I sell ___
- I solve THIS problem for my customer ____
- My customer knows they need this when ___
- I help a customer’s concerns by explaining ___
- I make the purchase process easy. First, a buyer ___
- The process continues after payment by ____
- I keep the buyer informed and served by ___
- After a sale, I follow up with the buyer and ___
If your answers are too complicated, that’s probably an issue because your customer might have fallen asleep or found someone else to serve him/her. If you haven’t made the first steps to purchase easy, put yourself in your customer’s shoes and make it easy. If you don’t resolve their reasons NOT to buy, there’s a potential moment.
Clarity. Use words or messages that explain clearly how the product or service you sell makes the buyer’s world better. Get more creative once you’ve made a name for yourself.
There are Other Reasons You’re not selling more
- Not marketing enough
- Not marketing effectively
- Not following up
- Product actually isn’t wanted (rare, but possible)
- Not chasing the business
The clarity issue is a common one. So few people know what they’re really selling. They know the name of a product or a service, but they don’t realize what role their efforts play in a buyer’s world.
Take a look at what you’re offering and how you talk about it. What do you think?