“Curate the information for them and deliver it in a concise and actionable manner. ” – Jack Wilson in today’s Tip 447
How will your prospects and customers remember you?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. I thought I was going to have to do a big long intro to explain a bit of a shift that you might here in the podcast over the next few weeks, but my friend Jack Wilson from Cinch IT basically did that for me as an inclusive part of this tip. Check it out:
Jack Wilson: Hey there Sales Success Community. I’m Jack Wilson back with another tip and this time it was prompted in vintage Scott Ingram fashion. See, when you listen to this podcast, you become a part of a broader community. And like most communities, this one has a set of values, one of the most important of which is value itself.
In an email to regular contributors, Scott asked us a question that gave me pause. He asked not what should we be doing, but what are we actually doing to be helpful to our prospects and customers right now? Talk about value. He asked us to go deeper and to outline the tangible and actionable steps we’re taking and the hopes that others can follow in our footsteps.So right now I’m walking the talk that I’ve believed in for many years and you can do the same. I’m taking this opportunity to transcend my job description, to forget about my core competence and to literally put myself in the shoes of my prospects and customers.
See, I work in the IT industry, but when my customers need more than IT support right now is help surviving. When you think about it, their revenue is your revenue because, without it, nobody gets to execute on what they’re best at. So right now, my colleagues and I are making sure to verse ourselves in the nuance of the newly minted cares act. Who can apply, what are their criteria and how can our prospects and customers prepare reports and documentation to act swiftly.
This, of course, has nothing to do with IT, but it doesn’t mean we can’t apply ourselves to quickly become trusted advisors. You’ve probably seen a multitude of webinars offered by major HGR companies and your inbox is most likely flooded with newsletters about this very topic. Bottom line is the information is out there, no matter your field. More importantly, realize that your customers might not have the time or the mental clarity to do the same. So curate the information for them and deliver it in a concise and actionable manner. When the dust settles or the smoke clears or whichever cliche applies best to a pandemic finally subsiding. How will your prospects and customers remember you?
If you do this, then the answer will be, you’re the one who helped them survive better yet, hopefully, you’ll help them thrive.
Scott Ingram: If you haven’t yet listened to it. Switch over to the Sales Success Stories podcast. In the most recent bonus episode there, I shared Jack’s presentation from last year’s Sales Success Summit on Moving Your Margins: The Impact of Minimum Viable Habits. It was the most highly rated presentation by those who were in attendance. Check it out. We’ll have links for you as always at DailySales.Tips/447
Then be sure to come back tomorrow for another great sales tip!