Written by: Vickie Sullivan | July 27, 2021
How to Get Buyers to See Your Value
Have you ever talked to a prospect who really needed your help, but they just couldn’t understand your impact? They understand what you do, they know you’re talented, but they don’t understand the value of what you do.
One reason why they might not understand you value is there could be a language barrier. We could be speaking industry lingo and using terms they don’t understand.
Personal example: I was referred to a CEO who has a sales background. He had never hired an outsider to help with branding. His view: If branding can’t directly generate a client, it’s not important. He had no idea how branding could influence the sales process. Once I stopped assuming he knew what branding was and shifted towards the impact on his lead generation and sales close ratio, our conversations became very productive.
What I learned: Stating your impact in “one size fits all” terms isn’t enough. You must translate your impact into the buyer’s language, using their standards.
Listen: How to Translate Your Impact
Often, we expect buyers to understand and conform to our language. To convert those buyers, you must translate how your services and contributions will impact their world. How can you make their world better?
Now Read This:
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