How to Speak to Customers – Ask Evan

hi I’m Evan Carmichael and welcome to
another edition of ask Evan in this
video I’m going to answer a question
from what am I reader Stephanie who asks
hi Evan I need your help on how to
actually speak to a customer or client
when I’m first meeting him or her the
thing is I’m a sales rep and I get
confused as to what I’m supposed to say
or how to introduce a service I need
your help kind regards 70 so Stephanie
there is a lot of voice to sell it
depends on your personality but what I’m
going to do is share with you how i saw
one of my services and hopefully this
and lessons you can learn from that so
the server side cell is called a
mastermind group and this is a
membership program that i use for
toronto entrepreneurs and we meet once a
month to talk about our businesses and
we try to help each other out to grow
our businesses so it’s a little informal
advisory group for your business now
people are first find out about it it’s
usually buying my website so by the time
they’re contacting me they already have
some kind of interest in the product if
you don’t have that yet if you haven’t
created awareness yet then your first
step is to come up with a benefit
statement that can really capture
someone’s attention very quickly and get
them interested in learning more about
your product or service what happens
after somebody finds out about it
they’ll email me and I’ll always set up
a face-to-face meeting and we used to
meet over coffee and I want to meet them
face-to-face because it gets some buy-in
for them it’s easy to do an email easy
to do a phone call but with for meeting
the taking time out of the day and they
have a vested interest in learning a
little bit more and spending some more
time on it so I want to make sure how
that commitment before I started
spending a lot of my comment as well
when I first meet them for coffee I’ll
ask them a little bit about their
business their history what their
problems are and based on that I’ll be
able to tailor the discussion to be able
to help them solve their problems right
if they have a strong pain point and
you’re able to help solve that you’re
much more likely to get this out so what
I’ll do is I’ll always ask about
they’re facing and for every person
might be it could be a different
challenge so it could be having problems
with a business partner or trying to
raise capital or trying to grow the
business and get more sales and
marketing whatever it is is a different
challenge for every person and so I want
to make sure I know what their main
points are before us are talking about
what I have to offer so we’ll spend some
time talking about their business that
pain points are having and then once you
private the discussion around that I’ll
say well let me tell you a little bit
more about our service and you can see
if it’s a fit for you or not and answer
any questions hopeful that you have and
usually then you’ll say yes it’s great
let’s learn more and again I’m getting
their body so you want to make sure that
it’s not just a sales presentation that
at the end they say yes or no to but
they have an active role in the entire
discussion so it starts up with them
talking about it and people love talking
about themselves and so that gets a
little bit more invested too into your
potential product service and hopefully
closing a sale and then bind learning
more about them you’re able to tailor
your presentation to be able to fit the
particular sales problems that they’re
happy with their company so I hope that
helps that’s a little bit of how I will
first get introduced to a client and
start the sales process if you have
extra questions you know let me know in
the comments below it also love if you
can give it a thumbs up and stay tuned
for the next episode
you
you