“The best source for finding new customers that are just like your best ones are your best customers.” – Jeff Bajorek in today’s Tip 271
Do You Have A Targeting Problem?
Join the conversation below and check all the links in this series!
208: You Don’t Have a Closing Problem
215: You Have an Opening Problem
222: You Have an Engagement Problem
229: You Have a Discovery Problem
236: You Have a Questioning Problem
243: You Have a Rapport Problem
250: You Have a Process Problem
257: You Have a Strategy Problem
264: You Have a Planning Problem
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jeff Bajorek, who’s actually sitting right in front of me and it’s become clear that Jeff also has a podcasting problem. Jeff was generous enough to host a half dozen hallway conversations during the Sales Success Summit and you can find all of those conversations over on the Sales Success Stories Podcast. You’ll also be able to find the quick recap conversation that we’re about to have there as well, but right now you can listen to part 9 of Jeff’s 16 part series that he kicked off back in. Tip #208 called, “You Don’t Have a Closing Problem”. Here’s a recording of Jeff not live Jeff, with today’s installment,
Jeff Bajorek: You don’t have a closing problem. You have a targeting problem. What kind of problems do you solve? Who can you best serve by solving those problems? Have you ever put yourself in the headspace of a prospect and thought why they would buy from you? Have you ever tried to empathize with the situation that they’re in and see if there’s an application for your solution that maybe your marketing department didn’t think of or maybe the founders of your company didn’t appreciate when they were coming up with what they can do because there’s a big difference between what you can do and the problems you can solve and why someone would buy your solution. Have you ever put yourself through the thought exercise of why someone wouldn’t buy from you? Have you ever given yourself potential objections to be able to work around and brainstorm through these kinds of conversations before they even happen?
Well, those exercises will help you out tremendously if you can do that. It really help you empathize with your prospects, but the best way to identify more people who you can help the best are by asking the customers who love doing business with you already. This is the most underutilized form of marketing that there is. Go to your best customers. Ask them why they buy from you. They will probably give you a surface answer kind of, you know, trying to give you something that makes you feel good to hear but doesn’t really go deep. Then ask them again and say, “Okay, can you be more specific?” Your action of asking them, of being a little bit vulnerable with them will allow them the space to be a little bit more vulnerable with you. And here’s the beauty of it. They will give you exactly the words, the phrasing, the messaging to go find more customers like them. Because prospecting is hard enough. It’s much better if you know a prospect is going to be worthwhile. And if you know exactly how you can help them. The best source for finding new customers that are just like your best ones are your best customers. Think about these questions. Think about these situations. When you go to find new prospects, you’re going to have a lot more success.
Scott Ingram: As always, you can find the video version of Jeff’s tip and find links to the other eight parts in the series at DailySales.Tips/271
Thanks for listening and come back tomorrow for another great sales tip, and maybe I’ll have my whole voice back then as well