Be honest now, what does your sales pitch sound like? Do you spend most of your time demonstrating how your product or service works? Do you discuss features as if that shiny button has the ability to transform your customer’s world? Are the results of those conversations often disappointing? If so, you may be stuck in the ‘How‘.
How is the way most sales and marketing campaigns are structured. How is the pitch. How is the cold call. How is the free demo. How is the fancy flyer with bullet point benefits. How is a low bid or another quote that goes nowhere. How is no fun, and makes us question our sanity on the bad days.
I think it is time to shift from How to Why. Instead of telling your customer ‘How’ to use your product, consider ‘Why’ they might want to have it. Consider their life once they’ve experienced what you can do for them. Is it compelling? If so, talk to them in a way that lets them experience that impact. If not, maybe it is time to reconsider your product line.
How is limiting. If your prospect doesn’t want to comply with your requirements, they move on. The sale is lost. Maybe they’ll tell you, more often they won’t.
Why opens up possibilities. It allows your prospect to figure out the ‘Hows’ for themselves. When they do that, they become vested in doing business with you. They become advocates. They spread the word of your Why.
At Leadstra, we help build 21st Century Companies. These companies focus on Why rather than How. As a result, they have clients who actively refer them new business, and build communities that feed their businesses.
Is it time for you to make the shift? Register for one of our webinars or give us a call.
Facebook Comments