Your customer does not care about the specifics of your culture. They don’t care that you’ve been in business for 59 years. The seven markets you focus on? They don’t care.
But when you look at most websites or sales presentations, they typically focus on what we do and not on the needs of who the website or presentation is for.
A recent participant of one of my workshops got an email from a prospect thanking them for the meeting. They thanked them for a sales call! The only thing they did was to care about what the customer cared about. To ask questions and listen. To find out what pains are going unrelieved or what desired gains are going unrealized. They ditched their sales presentation and led with the customer. Once they understood the customer’s needs, they told them how the company could best satisfy those needs.
Seems simple, doesn’t it? It actually is simple. If you want your customers to care about you, you have to care about them.
So, go to your customer. Pull up a chair. And talk to them.
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~Tony