Modifying your approach to fit your market
Every sales professional has a general script for approaching a potential client. Often this script is very generic and lacks depth and is used as a starter conversation to get your foot in the door.
This article will provide a few quick and simple tips to “up the ante” and help you modify your general script to fit each individual client’s market.
Use their lingo. One way to modify your approach is to use the buzzwords and terms that are specific to each client’s market. By doing this you will also be showing the client that you are familiar with their industry and have a firm grasp on their type of market.
Share past similar experiences. If you have experience working within certain industries, let future clients know. By giving the client examples from like markets, you are reassuring them that you understand the industry and are confident in your performance.
Discuss specific industry needs. Prepare key talking points and objections to help fill your prospects need for a successful marketing program. Be specific with examples of qualifying questions, talking points and goals. By preparing your approach, you are demonstrating a desire to assist the new client fill their sales pipeline and increase their customer base.
Simple steps to a general script will allow you to customize each program for every industry. Key industry points, lingo and goals are all part of a successful marketing program.
