The underrated secret to customer acquisition
A B2B company was trying to figure out how much content they publish on their website on industry-related topics. A software sales rep who had been trying to win their business learned about this problem during one of his many conversations with the company.
The sales rep relayed the message to his company. The software vendor quickly built a program that helped the prospect catalog and organize their website content in readily identifiable buckets.
Yes, you guessed it. The software vendor ended up getting an appointment with the prospect and eventually won their business.
The best way to get "face time" with a client is to figure out what's important to them. If a prospect has a pain point and you’re able to effectively communicate how to help eliminate that point, this will increase your chances of getting in front of the prospect.
Ultimately, sales and marketing are about solving problems. So, the best way to get in front of decision-makers is to identify their pain points and show them a solution.
Bonus Tactic:
Another approach is to attend the same events as your prospects. Do some research and find out what your prospects are passionate about. Then, follow up by showing up to the same charity events, sports events, where you can differentiate your solution from the competition.