BRX Pro Tip: Sales and Marketing Tip: It’s About the Client
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, in our sales and marketing pro tips, I think it’s so important to remember, it’s really not about us. It’s about your client.
Lee Kantor: [00:00:19] Yeah. If you’re spending most of the time talking about yourself when you’re doing a sales or marketing kind of pitch, you’re doing it wrong. Sales and marketing is about your clients. You should be spending the majority of the time talking about your client’s pain, your client’s successes, how they define success, how the clients are benefiting, or what they’re looking for.
Lee Kantor: [00:00:41] Everything is client-centric. You want to be talking about how the client’s lives are going to be better because of your service. You’re going to be talking not about you and all the facts and figures that have to do with you and what you do. You know, answer any question they have about it, but spend more time about their client’s pain, what outcome they desire, and then possible solutions of solving the problem that they’re trying to solve. If you do that, you’re going to sell more.
Lee Kantor: [00:01:10] I think a lot of salespeople spend too much time just kind of going over their resume when the client just wants to solve a problem. So, focus on solving their problem. Spend all your time solving the problem. And focus on seeing if you’re the right fit. I mean, during this conversation, you should be determining if you’re the right fit for them and they’re the right fit for you. So, it’s always about the client. Spend all the time talking about them, and their needs, and their desires, and you will sell more.
