Who are your experts? Who decides how you market, sell, network, and of course, fulfill your services?
It’s not the esteemed guru in your industry, the successful colleague, or your referral partners.
Your experts are your clients and prospects. It’s their call, every time you advertise, ask for the sale, work with your client, and attend business and networking events. Knowing and recognizing their needs is the foundation to getting their stamp of “approval” with sales, referrals and long-term loyalty.
Here are four ways to “ask the expert.”
1) Face to face Networking. At networking events, ask prospects to meet with you for a short “Information Interview.” Let them know the only thing you’re seeking is to understand their business, daily work and challenges (i.e., no sales pitch.)
2) Online Research. Over time, post specific questions (one per posting) on discussion groups and forums devoted to your prospects. This includes LinkedIn, Facebook and depending on your followers, Twitter.
3) Client Evaluations. Ask clients to complete a short written evaluation. The results should enhance your understanding of how they experience and profit from, your services. Go back to those clients one to two months later and ask again.
4) Pick up the Phone. Call potential prospects and ask for a meeting. Once again, be straightforward about what you’re seeking.
Don’t hesitate to ask the experts. You’ll gain insights, creative ideas and the inside track. Each interaction deepens your ongoing appreciation and comprehension of your prospects’ needs and challenges.
And while business books, industry gurus, articles and seminars are helpful . . There’s nothing like going direct, to get the real thing.
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