Adding Value For Prospects & Customers

You’d think prospecting today would be easier than it was years ago.  That’s what you might think.  But, I beg to differ.

Technology was supposed to make our lives easier.  But I submit, that it has made a lot of things more challenging.  Challenging because of time, focus, and expectations.

Our prospects & customers today have so much information coming at them, that it is very difficult to find ways to show them that what we can do for them is important.  I understand.  It happens to me all the time.

The important thing to remember is that we need to put ourselves in their shoes and think about what makes us respond.  It’s a pretty simple concept.  I respond to people who:

• do a little research on my company
• understand my challenges
• understand how they may add value to what I do
• follow up
• and are just plain NICE!

Separately, each of these bullet points don’t really mean much.  But when you start to bundle them all together…well, now you’re talking.  Together, they help me understand that not only, does someone WANT to do business with me, BUT they UNDERSTAND how to do business with me.

This concept goes a long way.  So when you’re prospecting, remember the challenges your prospects face.  Adding value goes a long, long way.

And don’t forget about your current customers.  If you are not CONTINUOUSLY adding value, you leave yourself open to your competitors.  This is what I’m looking for during MY PROSPECTING EFFORTS!