Exactly what
@AllUpHere said.
Far too many sales people are focused on closing the deal on day 1. They send emails that say buy, buy, buy or cheap, discount, lowest price and 'look at all these services I offer' without even talking to the prospect to understand what they actually need.
It doesn't work like that. That approach just gets a strike on the delete button.
It's not about you, it's about them. Do your research, find out where their pains are and then provide the solution they need in a clear, simple way.
Whether I win the client or not, I always do my research prior to speaking with them and then over-deliver in terms of value and helpfulness. I find low-hanging fruit (quick wins) and then I also paint the picture of the transformation further down the line.
My whole business is based on this approach. Even when I'm prospecting for business I add a ton of value in the form of a video or free report. I aim to earn their trust and, more importantly, their attention, because I show that I really care about their business and not just their money. I prove my worth!
It's not always straightforward and often takes a fair amount of work and time, but it pays off. Even when I don't manage to win a client, at least I can say I've gone about it the right way and know that I did everything possible. You also never know when they will come back in the future. Quite often, the 'cheap' option they go for doesn't pan out.
I even have an email containing advice that I send back to people who send me crappy sales pitches or blanket emails. If I can stop them wasting their time then I've done a bit to help them too.
Sales isn't easy. It takes some thought, research and effort. But it is fun!
Matt
