John Smith - Part 6
Last week we talked about gaining the customer's confidence. The first step was to ask them what they want.
The second step to gaining confidence is to give the customer what they want. If you took the time to ask and you've figured out what they want, GIVE IT TO THEM. Does this sound familiar at all? What I'm describing here is your inside reality. I'm giving you the process - in simple terms - for crafting your inside reality so it reflects what your customers want. Here's a tip: In today's competitive marketplace, you've got to innovate and make your business better by a big margin. You can't just make your business 5% better or 10% better than the competition. It's not enough to generate the confidence - people need to give you a try. You have to make your business 50% better or 100% better or 300% better than the other options. Here's why: if you don't, someone else will. You need to have a good inside reality if you want to engender confidence with your prospects and customers. It's a critical step.
The third step to gaining confidence is the really tricky one - and that's saying what you do is innovative in a way that is believable and embraceable. And what's that? It's your outside perception. You need to learn how to take your inside reality and communicate it in a way that breaks through the clutter of noise in the marketplace, bridges the confidence gap, and gains the confidence of your prospects.
See how this stuff all works together? Have something good to say. Say it well. Say it often. Find out what they want. Give them what they want. Say it in a way that's believable. These concepts are all very simple to understand, but not always as clear cut to implement – this is where Adult B2B Marketing comes in, we can make sure you have identified the primary issues that need to be focused on.
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About Your Customer John Smith (Part 6) - Adult B2B Marketing Tip
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