Do You Know What Keeps Your Customers Up at Night?
When it comes to connecting with prospects, we all face the same problem. Even the greatest, most innovative products can sit on the shelf if prospects don’t trust the seller.
Acknowledging What Keeps Your Prospects Up at Night Is Your Best Sales Opportunity
In order to build trust, always, always, always address your prospects greatest pain points or problem areas first. Then – later – offer your unique solution.
This assures prospects of two things:
– You understand them and their business problems
– You may very well have the right solution, and they probably will be willing to listen to you.
Too often I see home pages totally devoted to product features and claims. Sure you’re letting readers know what business you’re in, but there is nothing really to resonate with readers, to grab and maintain reader interest.
It’s important that your website first convey your understanding of the needs of your target market. It should not be all about you, your company, or what you are selling.
There are opportunities to “sell” your products or services on your website. Just do it respectfully, within the context of benefiting the reader.