Up and down the country there is something that every business owner does far too much of when engaging with leads and potential customers.
It can happen in both written form when you’re creating content for a website, a flyer or maybe a sales letter and it can happen when you’re face-to-face, or on the phone delivering a presentation or pitch of your business and its products or services.
You try and tell the prospect anything and everything about what you have to offer.
Every little bit of information.
Every possible feature.
Explain every single benefit.
You think it’s important they understand every detail about what you’re offering, right?
WRONG!
The reality is that when you’re making people move towards making a decision, very rarely do you need to give them everything in order for them to make that decision.
What you actually need, is the one or two (or occasionally three), most important things from the customers perspective.
So our tip, is to urge you to think about what you are selling to your potential customers.
If you’re a service based business, it’s about selling the first step – the initial conversation. Focus on why people should talk to you and have why they should have that initial conversation or consultation or discovery call.
Be more selective.
Me more sophisticated.
And as a result, much more effective at turning potential customers into real paying customers. That’s because they’re not confused, they’re not overwhelmed, they’re not bombarded - because they understand that you understand them and the product and service that you’ve got for them, is a perfect fit.
