08/02/2020
The reason most businesses fail in engaging new clients or increasing their clients' reach is because they don't know how to present their product or service solutions.
I'm sure the solution you're providing gets either rejected or accepted based on the way you position it. Meaning, when you sell your services as simply fulfilling one particular need and forget to mention all the other areas of how your product or service will help achieve an improvement. Classic case scenario is when construction companies try to sell you building a house on the notion that you need a new bigger and better place to live. When in fact, the house you're about to sell transcends more areas of the client's life improvement. If you, as a construction company owner were to dig some research on the health, social, economic, educational and professional impact of moving to a new home will have on your client's life, then you're off to increasing your number of clients. Chet Holmes, came up with this concept of "The Stadium Pitch", which is what I've just described to you. The way Chet put it was very simple and straight through. If you were a furniture company owner and you were to go to an stadium and deliver your sales message, only 3% of the audience will be inclined to listen to your message. Because at any given time, only 3% of the market is precisely and only looking for a particular product or service. Between 6-7% are open to buy it. Another 30% are not thinking about it. An additional 30% don't think they're interested. The last 30% know they're not interested. So, how do you position yourself to catch the attention of the remaining 97% of the audience? First and foremost it must be educational. Second, the information you provide must be good and useful, as it'll position as the expert leading authority in your market. Third, strategically planning the delivery of your message. Meaning providing points about what affects your audience, and how your solution is relevant. In essence what you want to do is deliver your message so that it touches upon your audience needs, and not how marvelous your product or service is. If you can steer away from giving your products features and how fast, efficient, and amazing it is, the likelihood of increasing your clients' is destined to be more successful. Remember it's not about you, it's about the people you serve.
