It’s easier to sell a client that already knows your good work and provide more value. So today is all about phase 1 or step 1 of the buyer’s journey which is where they need or want something (they know something isn’t right) and they are trying to figure out what to do in order to get their arms around their problem. We all go through an emotional, logical, and psychological process when we decide to buy.
That’s why it’s important to position yourself early in the process so that you establish your expertise and become the only logical choice.
Here are the areas we covered:
Picture your buyer, they are busy, running businesses, keeping up to date with technology, gain more market share, grow their business, be agile on their feet, all they want to do is to get their arms around their problem so they can figure things out.
The beauty is that if you position yourself as credible, show expertise, it’s easy to stay top of mind because they just want their problem addressed. If you can show that you can do that early on, they probably won’t go looking elsewhere.
Step 1 of the buyer’s journey is all about the exploratory phase.
They are gathering information so education is critical. Not on your features or benefits, because at this phase they don’t know what solutions would even work for them.
Looking at the bigger picture:
Tech is moving at a crazy speed. AI is going to be just as common as email marketing…
The intelligence of these neural networks and ability to do things like know exactly what moves us and creates content designed to get us to act-
When we have companies that can invest in technology that will reach the customer better than we can as humans, and if you don’t try to get your expertise out there, then in a matter of just a few years, you will be drowned out because, the machine will market to your customers better than you can. And if your competitors own that technology and you have not positioned your company as an expert solution, we don’t move on it now, you will lose any competitive advantage you have which is why you have to get out in front of it
About the Hosts:
Gloria Gunn is the CEO of TechnicalThoughtLeader.com and has personally developed thought leadership selling strategies for technology companies that have been responsible for 7- figure deals. Gloria has personally had a front row seat to over 1 million LinkedIn messages. Gloria’s businesses have generated over 8 figures by selling our products and services from LinkedIn. Clients, customers, & subscribers have successfully generated 10s of millions of dollars for them and their clients from our systems, packages, & products. Gloria also successfully positions her clients as experts with authority so that they can go upmarket and close real business.
Gloria can be reached at gloria@technicalthoughtleader.com or on LinkedIn: www.linkedin.com/in/gloriagunn
Ed Golod is a C-suite sales & value expert, as well as the CRO of TechnicalThoughtLeader.com. Ed has personally been responsible for closing over $260M in sales throughout his career. Ed regularly is renowned for his unique ability to create, articulate and leverage value based messaging that has reached the C-suite at Lowes, Under Armor, & Dicks Sporting goods just to name a few. Ed’s sales systems have generated millions of dollars for him and his clients.
Ed can be reached at ed@technicalthoughtleader.com or on LinkedIn: www.linkedin.com/in/edwardgolod
What we discussed in our “Interesting Tech” segment:
Machines will take over the world- Here’s some stats to prove it:
https://learn.g2.com/machine-learning-statistics