We’re all working hard, prospecting, presenting, pitching etc, looking for the next big deal, but are we being noticed by our ideal prospects? Many salespeople use the ‘push’ mentality – pushing information onto prospective clients, but what if we flip that around and adopt the ‘pull’ mentality – enticing the prospect to approach us? Might that give us a better chance to seal the deal and positively impact on our results?
Below, I’ve listed four key tips you might wish to consider for getting your ideal prospect to notice you.
Tip 1: Use the right platforms.
If using social media to promote yourself, and get noticed by your customers, do your research and find out what social media outlets your client interacts with. You might have the most compelling message to share, but if your prospects aren’t accessing the platform you’re using, then your message remains invisible.
Tip 2: Don’t try to be all things to all people.
Be specific and extenuate your strengths and expertise. Focus in on areas you’ve had success before; you can call on that experience to enhance your credibility with your prospect. So many suppliers (in many industries) profess to be the expert in every field, but sadly they’re not! You may have got away with the ‘we do everything’ approach in the past, but modern buyers (prospects) are sophisticated and savvy. They want to deal with experts; people who can help them address an issue, so don’t be a generalist, be an expert.
Tip 3: Target Your Audience.
To help target your audience effectively, ask yourself the following: Where are my best clients, my strongest relationships coming from (be that geographically, industry sector, or perhaps a certain form of lead generation).
There are two approaches to self-promotion – the scattered approach; where we throw seeds at the ground and hope some grows, and the focussed, planting approach; where we carefully plant the seeds in the ground and nurture them to become strong and tall. Ask yourself, which approach do you employ?
Tip 4. Be Consistent.
Prospects are wary of the ‘here today and gone tomorrow’ suppliers, so it’s vital that you employ a consistent approach, offering regular information via the client’s platform of choice. However it’s not just about posting consistent information, it’s also about posting relevant content which meets the interests of prospects. In previous blog posts, I’ve stressed the need to add value when engaging with prospects. Thus, when sharing content, don’t fall into the trap of posting ‘because you have to’. Post consistently but post relevantly too; remember, quality over quantity.
I hope you find these simple tips useful and that you’re able to incorporate them into your client engagement program. If you have any comments, or if you would like to discuss how we can help you in any capacity, please feel free to contact us.
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