BRX Pro Tip: Are You Saving Your Prospect Time or Money?
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, I think it’s important to ask ourselves during the sales process if we’re articulating this and if it’s true, are we saving the prospect time and/or money?
Lee Kantor: [00:00:23] Yeah. When it comes to selling a service, if you’re able to save your prospect money or time, then they should buy from you. Because it just makes sense. Like if you’re helping them save money or time, which is usually two of the biggest things that your prospect desires more of, then they should be buying from you. So, if you have a solution to this that helps them save money or time, then they should buy from you.
Lee Kantor: [00:00:50] If they’re not buying from you after you’ve shown them that you’re going to be able to save them or make them money and then you’re going to save them time, then they’re not believing you. That means they don’t trust you. That means that what you’re saying is not competing to them.
Lee Kantor: [00:01:09] So, now, what do you have to do to become more believable and more trustworthy? What do you have to do or say or demonstrate in order to get the prospect to believe what you know you can deliver? There’s a disconnect there. So, think about it. What do you need? Do you need more social proof? Do you need more testimonials? Do you need more success stories? Do you need more case studies? What do you need to communicate the value more clearly so they get it and want it? What are you really selling? Do you need more brand ubiquity? Do they have to see you everywhere before they feel confident to buy? Are you everywhere your clients or prospects are?
Lee Kantor: [00:01:52] You’ve got to really kind of deconstruct your sales process and to see where it’s breaking down. At some point they’re agreeing to talk to you, obviously, or else you wouldn’t be this far. But at some point they’re saying, “You know what? I don’t think so.” And if they’re saying, I don’t think so, there is a reason why. And that means they don’t believe you. They’re not ready to pull the trigger. Because if they were, they would buy from you.
Lee Kantor: [00:02:17] So, you got to figure out as if your company’s life depended on it, where this breakdown is. Because guess what? Your company’s life does depend on this. So, you have to figure out a way to communicate the value that you’re delivering so that they buy from you. It should be a no-brainer if you’re able to deliver what you promise, more people should be buying from you.
