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Marketing Your Business? Make It About Them, Not You.

by | Aug 5, 2020

Today I’ll be walking you through how to attract new customers. I know right. What a dream. What can I say? I’m a nice guy.

Reason being, I get your frustration. You really want to explain why your business is better than your competitors, yet the more you try to explain, the more you just sound like you’re talking about yourself.

The prospect you’re talking to switched off five minutes ago and you feel like you’re pushing custard up a hill with a fork! That is also made of some variant of gloopy substance!

Andy, my business partner, has a saying…

“You’ve got two ears and one mouth, use them in that ratio”. He’s bang on!

Stop trying to impress and just listen

I’ve got a friend that doesn’t follow this ratio. He’s always going on dates, trying to wow people with how much he can bench press or how many drinks he had last night. And guess what? Not many second dates! The quicker he learns to ask questions and listen, the better!

Prospecting is the same. It isn’t about pushing the technical benefits of what you offer, it’s about probing for the problems that you might be able to solve.

Does that make sense? You’re not going to wow anyone talking about yourself, but if you empathetically listen to their issues, and then offer them viable solutions, you’re away at the races. No custard insight.

Their problem is your solution

Now, don’t get me wrong. We’ve all worked really hard to make our businesses unique. The temptation to share every last detail is strong. But hold back. Listen. Take notes.

When you can demonstrate to someone that you’ve listened to their issues and that you know how to solve them, you’re on to a good thing.

Next time you’re tempted to blurt every bell, whistle, and feature, check yourself. Find out about them and what they need.

If you’re not sure how to first approach your prospects, don’t hesitate to book a Discovery Call with me today, I’d love to help.

Take care, stay safe, and remember, stay hungry!

Codebreak Marketing Assistant Emily

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