Do you know the most burning problems of your clients? Before you even think about selling to them, you are going to have to “get into their shoes” to experience their pain, anguish and needs. That is called empathy and it is what differentiates the good seller from the one who is not. Discover two powerful strategies to meet the needs of your customers.
It is called empathy. And it is what differentiates the good seller from the one who is not.
A good seller will always be able to understand the most burning needs of their potential customers and then offer them an ideal solution.
Slade Machamer, Director of Sales for E-Myth (www.e-myth.com/) puts it this way:
“ If we stop looking for potential clients and focus on understanding their needs, selling our products would not only be much more effective, but would also bring us greater satisfaction. Necessity is the first, last, and only reason why a potential customer and a seller communicate. All the language, gestures and feelings of a sales process should be based on obtaining the understanding and resolution of a need. ”
If you want to be successful in your Internet business, you must understand that people are not going to buy your course, program or membership from you.
People buy results.
Never forget!
So it is very important that you know:
• What are the most burning problems of your ideal client.
• What is the solution you offer him.
• What is the result that will be obtained with you.
The number one goal of your Internet business should be to develop a path that will lead your client to the goal of obtaining the results they are looking for.
For example, before launching "Your Membership Site," I had to research my client thoroughly. Before I even thought about selling her a membership, I had to "step into her shoes" to experience her pain, anguish, and needs.
You have to do the same.
How to research your ideal client to be able to provide them with the solutions they are looking for and thus achieve the results they need to obtain
How can you know exactly what your client needs?
Although your understanding of their problems and needs will increase as you interact with him / her through your business, it is important that you can gather as much information as possible before launching your product on the web.
For that you must investigate your ideal client.
Below I share two very powerful strategies to do it:
A. Dive into your market:
Find discussion groups and social networks where your clients get together.
Start frequenting forums and blogs where your customers leave their opinions and ask questions.
If there is a physical place where they meet (clubs, associations, conferences, etc.), start to frequent those places and share with them.
You will be surprised with what you will find!
B. Survey your market:
Surveys are one of the most powerful tools to investigate your client. I do several surveys a year and I always do one before launching a new product.
I recommend you do the same.
The worst thing you can do is launch your product assuming what your customer will need. Although you think you are quite clear, I advise you to make an effort to look for your client and make sure if they really want to buy what you want to sell them.
It is better that you take the time and get into his world and ask him directly what you can help him with.
