Selling Successfully to Busy People
Since emails, instant messages, press releases, and social media feeds are constantly filling up; busy people tend to ignore those that they consider as sales noise. Even the best product or amazing service gets lost in this crazy, busy, everyday life.
A busy person doesn’t like being interrupted. Being sold at is the last thing that they want to encounter. They seldom listen to sales talks, read press releases or marketing newsletters. Since they are also busy decision makers, they don’t want to give time to anything that is not urgent.
They don’t need to be manipulated. What they need is something that could help them and their business in a substantial way like – making more profit, running their operations efficiently, and getting peace of mind.
It’s hard and it’s really a challenge to capture the attention of every busy decision makers. Even setting up an initial meeting is can be difficult.
More often, you will be sent out to the dreaded “D-Zone” where you will be dismissed or derailed. That “D-Zone” is also where your busy prospects delete your messages or delay their decision to meet with you.
Executives, managers, and your prospects have so many things to do. But, these people are too busy only when they don’t see a reason to see you.
How can you be successful selling to these busy people and short-attention span managers and executives?
1. Create a relationship.
Before you make that sales pitch, know how to attract your prospects. It’s not always about meeting them in person. Realize that you can use social platforms such as Twitter, Facebook and LinkedIn to get to know your prospects. By then, you will learn how to create a connection, engagement, and establish your relationship. When you have valuable resources, you won’t have to convince them to make a purchase. You’re giving them the chance to make that decision.
2. Do your research.
Always do your homework. Know the company and learn how you will fit into the picture. Create value that they would see in what you have to offer. What problems can your product and services solve? What solutions can you offer for them to realize that what you are selling is something that they need to have?
3. Get referrals.
Being referred is a good start to build that relationship. It’s very powerful; since someone transfers that much needed trust. It means that you have a good reputation.
4. Be specific.
Do what you can to capture their attention as opposed to selling a product. Avoid saying, “We want to introduce our new product,” or “These are the things we’re selling…” Know the specific issues that are important to your prospects. You won’t have a hard time getting their attention when you have done your research.
5. Make the pitch about your prospect, not your product.
Better, customize your communications and avoid generalized pitches. Keep everything simple when possible. Make it easy for your prospect to make a decision. Make them see how you’re helping them achieve their business goals and the benefits they’ll get from making a decision. Always make sure that when you meet with them, it is worth their time!
6. Level the playing field.
Most of these busy people are also socially-engaged and well-informed buyers. Try to level the playing field and leverage your “social selling” strategies to address their business issues. Avoid sending marketing blasts to everyone or else you will be ignored. Study how each one of your targets wants to be approached. Some respond well to social media sites while others rely more on mobile messages, email and even traditional mail. Not everyone has the same preferences.
Need help finding reasons to make busy people stop and see you? Pamela Finnesand, ‘The Business Maximizer’, can assist you. Schedule your complimentary Business Breakthrough Strategy Session today!
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