The number one pain point is consistent lead and sales generation.
The number two pain point is obscurity: not seen or heard by enough of their potential buyers – it is a bigger problem than money.
Today to win over a
- new supplier,
- new buyers, clients, customers,
- better trading agreements – B2B and B2C requires – on average (if not the minimum) is
Thirteen to twenty views of your
- content offers, products and services,
- purpose, values,
- to sell more.
Regardless of your industry and business size, more attention, awareness, and engagement with your ideal potential buyers leads to more sales – #socialselling.
But what do you say – thirteen to maybe one hundred times that tips the scales in your business’s favour – to sell more?
What is engaging enough that gains attention and engagement?
Every business claims to be buyer-centric.
But most buyers (customers) disagree.
- Buyers are carpet-bombed, with claims (brags)
- Some seem less than watertight.
A technology business that wanted faster growth approached me. The geographic markets were mainly the US and Australia.
- Their niche was corporates – B2B. The directors did not know there were 389,000 direct competitors.
- Their competitors ( the ones I viewed) mostly said the same things with different pictures and logos. A further problem was technology salespeople have the lowest trust scores – less than 3%.
How does a potential buyer choose?
The best businesses have long ago worked out that a focus on rebuilding
- WHY should I only buy from your business rather than your competitors
- Telling a strategic story that is bigger than just your products and services
- Absolute clarity with a strategic pitch that nails in a couple of sentences your offer
Your strategic narrative is the chance for your businesses to connect the dots of life’s jigsaw for your potential buyers with your business as the hero in their journey.
It helps your business
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- Stand for something
- Inspire more
- Is the Hero for their clients – as a result, sells more?
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The Old World approach was
- You have a (problem)
- I have a (solution)
- Here are my (claims).
- My business has arrived buy from me.
BUT – there is little engagement potential -this approach is the headline, dot points, pretty picture – but its hollow.
A – product, solution, claim – focus rarely works with competitors diluting, refuting or copying your claims within minutes.
The New World approach is naming the undeniable change in the world that your buyers face today.
Often referred to as the – old world and new world view. ( Winners or Losers)
It’s the big shift that’s occurring now.
It’s to help buyers make sense of the changes they already feel are occurring and how they need to do it differently with your business as the solution.
How do I know?
Four hundred thousand businesses across 47 countries over ten years of independent research found precisely how and why the best grew 8x faster.
It works for Apple (who perfected the approach in the 1990s,) Salesforce, Zuora, Allbirds and millions of businesses.
We now live in a Social Selling Economy.
To win more new buyers is rapidly changing.
Every industry in every country is changing.
Is your business joining the Social Selling Economy?
If you have read this far, thank you for your attention. It means a lot. I hope this helped you even a little bit in better making sense of this topic.
If so please share it with a friend who might also benefit from it.
Thanks for reading,
David
