During this episode I had the honor of interviewing Joseph Michael, founder of Learn Scrivener, an online training course to master the use of the scrivener writing software. Joseph is an inspirational thought leader in the areas of online entrepreneurship, life efficiency and business coaching.
Throughout our conversation for this episode Joseph and I chat about how to identify challenges for your ideal customer, how to grab their attention and being able to solve those challenges.
Here are some of the major takeaways from our discussion:
Anyone can create a product, but you if you can’t sell it you will have a major problem.
Research your ideal customers and learn their deepest challenges so that when you speak to them, you come across as an expert. When you speak to them in the form of an email, in person, over the phone, you want to speak to their needs you want them to say “that’s so me”!
A great way to learn from your ideal prospect is to go where they are online i.e., forms, discussion boards, blogs. Remember to no just read the content but also reach the comments and the questions that they may bring up.
Follow some of the other entrepreneurs, businesses or sellers that are already asking their customers questions and learn from them on how to speak to your ideal prospect.
Sometimes your ideal customer doesn’t know that they have a problem, so it becomes your responsibility as the seller or entrepreneur to educate them. This can be done through webinars, seminars, workshops etc. Go where they are and show them.
Always focus on the details when you are selling, especially in messaging. Sometimes it’s a minor tweak that will result in the greatest impact.
Learn to “give before you ask”. Customers will come back to you over and over again.
The person with the more knowledge about the other person will always come out on top. This requires you to study and learn more about your prospect beforehand.
Learn to master the art of extra touches so that you can reach out to and communicate with prospects.
Focus on the human to human relationship before you start selling to your ideal prospects.
Partner with people who have the ear of your ideal customers. This will help you grow your business significantly.
Make sure the look and feel of your product/service is way above par.
Dress for success so that your prospects first impression of you is a great one that will last.
Learn from the competition and how you can stand out.
Make sure that you niche down on your ideal customer. The more detail you can get, the better off you will be.
Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.