Ten of cold calling: 7. Sell benefits, no Properties
In today's episode, we get to one of the golden rules of a successful trader.
Last time we talked about cold calling mainly from the point of view of form. We thought it was necessary to:
- be considerate (perhaps due to the time options of your potential client),
- be natural and relaxed and at the same time matter-of-fact and professional,
- be empathetic and perceive the tone of voice of the person concerned.
This time we will focus more on content. The principle is:
Sell benefits, not features
It is a well-known principle, but it is sometimes forgotten. And at the same time, it is absolutely essential for success.
Do you offer a product or service that you helped create? Then it is natural that you perceive the functions and features of your solution as absolutely crucial.
But nothing like that is true of your potential clients.
They are only interested in what your solution will bring them :
- Will it save/make money?
- Does it save time?
- Will it simplify your life?
For you, this means that you must:
- get to know your potential clients well and understand what they want and need,
- let them know you understand them
- clearly demonstrate to them what you can do for them.
And then another “little thing”: You have to offer your solution to companies that may really need it and to people who have decision-making powers .
We will be happy to help you with that.
Want to make sure you’re selling the benefits of your solution to the right people?
Contact us and arrange a free consultation.
