Post by account_disabled on Dec 20, 2023 0:04:37 GMT -5
The solution he needs are correct, but often this is not the case and you have every interest in exploring the subject. Your role is to speak as little as possible, to ask questions (lots of questions) to understand his situation, why he is seeing you, what his real problem is, what his point of frustration is. And there you are alone: – Your competitors will not have done it, so you differentiate yourself and you are no longer comparable and therefore not compared. – You change the perspective of your interlocutor.
He is not buying a product or service. He buys a solution to Email Data his problem. – You place the debate on another level. – Your interlocutor values you. You place yourself on the ground of value. 6 times more expensive than my competitor and I got the order Summer 2018, I was contacted by the Marketing Director France of a subsidiary of a large European group. Its need is clear: a lead generation campaign on LinkedIn. She is already in contact with one of my colleagues whose name she gives me. It's a bigger agency than mine.
For me, it's a budget of €5K. I think my competitor is more at €7/8k (he had to adapt his budget upwards given the size of the client). The appointment is by telephone. The client told me: “I am at the other end of the Ile de France, I am not going to make you travel”. After responding to her need and giving my price, I move on to phase 2 and I start to question her and get her to talk. The interview lasts 2 hours. I ask a lot of questions. I argue. It was an incoming call, therefore with a certain dose of improvisation. After 2 hours, she is really confident.
He is not buying a product or service. He buys a solution to Email Data his problem. – You place the debate on another level. – Your interlocutor values you. You place yourself on the ground of value. 6 times more expensive than my competitor and I got the order Summer 2018, I was contacted by the Marketing Director France of a subsidiary of a large European group. Its need is clear: a lead generation campaign on LinkedIn. She is already in contact with one of my colleagues whose name she gives me. It's a bigger agency than mine.
For me, it's a budget of €5K. I think my competitor is more at €7/8k (he had to adapt his budget upwards given the size of the client). The appointment is by telephone. The client told me: “I am at the other end of the Ile de France, I am not going to make you travel”. After responding to her need and giving my price, I move on to phase 2 and I start to question her and get her to talk. The interview lasts 2 hours. I ask a lot of questions. I argue. It was an incoming call, therefore with a certain dose of improvisation. After 2 hours, she is really confident.