People don’t like to be sold. they do like to buy things that make their lives better, easier, more convenient – at a price that they can afford.
- Tell people what they will get, not what you do.
- Talk about the client, not about yourself
- Do not tell clients we do this and we do that.
(Marketing consultant Mac McIntosh describes it as “we-we-weing all over yourself.”)
- Do not tell clients we do this and we do that.
- Focus on results, not process
- Focus on benefits, not features
- Tell stories, not concepts
- Stay in touch with your clients with newsletters, eZines, and invitations to presentations to keep information flowing.
- Be a solution, a resource to your clients
So, if selling does not come naturally to you, and it may well not, just think that you are offering a product that makes peoples better, more interesting, or diverting.