Unknown salespeople do not have the best reputation in the minds of new business prospects because of the less than honest actions of some sellers. An essential element to overcoming this hurdle is establishing trust and creating value—one way to do this is to think like an owner.
If you are going to think like an owner, you need to have basic business acumen. Here are three key areas to consider:
You should focus some of your appointment setting and needs analysis preparation on understanding more about the industry and business you are targeting. Be prepared to discuss your findings and learn more during your discovery meeting using this information.
A Google search will help with many of these topics. For example, if you're pursuing a plumbing business as a prospect, search: Top revenue drivers for a plumbing contractor. Here ‘s some valuable information from ThePlumbingInfo.com.
Too often, media sellers assume that owners spend the majority of their time thinking about marketing and advertising. This happens because we are in the marketing and advertising space. This thinking is fraught with peril. Be wise and avoid it.
Approach each new prospect as a way to increase your business acumen. This starts as you develop a valid business reason to set the initial meeting. Note: the information in this post is a comprehensive list. It might take you a while to get all of this information. Research will only get you so far, but some dialogue with the business owner will help fill in the blanks. Having this dialogue will help you establish trust and create value due to the fact most sellers do not engage in thinking like an owner.