Attract Clients With Education Based Selling!
If you want to attract great clients for your business, it’s important to determine the issues or problems they are facing and then position yourself as their solution. Avoid making WWD (What We Do) calls and instead make presentations that focus on the WIIFM (What’s In It For Me) of your prospective clients.
It is important not to sell too soon. You want to determine their issues and challenges so you can focus your presentation on their priorities. Offer to share information that they will perceive as valuable which begins to set you up as an expert and trusted advisor vs. vendor.
Client development is a process and education based selling will help differentiate you from your competitors. It takes six contacts for you to gain name recognition so it is important that you touch your prospects using all means of communication including: telephone conversations, email, text, IM and direct mail.
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