Why Should I Buy From You?

Smart Business Thinking by Jim Whelan

Why Should I Buy From You?

This question is the 600-pound gorilla in the prospect's mind. 

What do YOU look for when making a significant purchase? 

• Low rate? - only if you can take a chance on the outcome

• A fancy glossy proposal? – where’s the meat?

• A description of the work that lacks a clear statement of the outcome and completion date?

No way – you select the vendor that achieves:

1.     A meeting of the minds through shared communications so each party is clear on the process and outcome

2.     Open ended questions that lead to defining the scope of the job and results

3.     Show a track record of delivering on promised results

To achieve trust use a process: 

• of investigating the prospect's priorities

• that leads to the value you bring to the table

• developing trust that the prospect is dealing with a true professional.

 When you tell a story showing how you use similar techniques you define what success looks like. The trust you create is a picture in the mind of your prospects.

Bottom line?
Increase probability of success by establishing trust, which is the yellow brick road to a prospect’s acceptance.

Statistics Tell, Stories Sell – Smart Business Thinking

Statistics Tell, Stories Sell – Smart Business Thinking

 Joe Mann, of Arlington based More Web Leads,  is skilled and experienced in marketing, but wanted assistance with financial management and business planning and turned to Smart Business Thinking.

Joe consults with many roofing contractors across the country. He had a customer that was agitated because the business had hit a plateau. Joe urged the customer to take immediate action following a big storm that damaged many roofs in the area. That advice resulted in substantial business.

At a regional meeting of roofing contractors, Joe told that story. The contractors related the story to their life experience and to their business needs. A prospect he had been wooing for three months signed up.

I told Joe's story when an associate asked recently, “Jim, Why do you tell so many stories?”

People remember the essence of the story and the takeaway message more fully than quoting statistics. They draw a mental picture as the story unfolds and relate that story to their life or experience. 

If you visit earlier posts that spin a story what comes to your mind?

•  A bump in the road – A plan to reach your vision must be flexible and adjust to external events

•  The sakes process – Every employee and every system must be focused on increasing revenue

•  Buying a washing machine – Listening to the customer is essential to achieve customer satisfaction

Are you in the market for new customers? Don't you think that a story of customer success that describes the problem, what you did to solve it, the successful result would resonate with a prospect? Don't you believe that effort would go right to the bottom line enhancing your profits?  

Bottom Line?

•                Stories are the best way to convey your message

•                Make your point by drawing a word picture incorporating your message is very powerful

•                Client success stories i.e. the problem, solution, and result resonates with a prospect 

•                Personal challenge met shows your mettle

Give it a try, You'll be surprised at the results.

Jim is an expert business coach and a respected advisor to management and financial executives. He draws on his long-term business leadership background to help CEOs grow revenue, increase profits,improve performance.