Sometimes being perfect isn’t enough, maybe you’re just not the right fit.
This can be true in many ways, and it’s no different when onboarding new customers. You could have a top-notch product, awesome branding, expertise coming out of your ears, yet you still get that “no”.
So, what could have gone wrong? Yes, budget constraints have a part to play in the decision-making of businesses looking to invest in a new service; but if you’re approaching your clients with the know-how, the intelligence and the solution to their pain points, that “no” is going to become harder to justify.
In the era of Big Data, we have an abundance of business intelligence at our fingertips. To build those strong foundations of a client relationship, this intelligence needs to be utilized to ensure you’re providing not just the perfect, but the right, solution for your clients.
It’s a competitive space out there, and equipping yourself with the knowledge of their needs is going to give you a head start for a number of reasons:
Customisation: Understanding the prospect’s needs allows you to tailor your pitch to address specific requirements. Not only are you offering them a chance to engage in a meaningful conversation about what matters to them, but you increase the relevance of your offering and enhance the perception of its value.
Builds trust: At the end of the day, we’re all human. Demonstrating that you’ve taken the time to understand the prospect’s challenges builds trust. It shows that you’re interested in helping them rather than simply pushing a product or service onto them.
Effective communication: Armed with knowledge about the prospect’s needs, you can communicate more effectively. You can focus on topics that resonate with them, making it easier to convey the benefits of your offering in a way that is meaningful.
Identify opportunities: Being informed about the prospect’s needs allows you to identify opportunities for upselling additional products or services that could further address their requirements or enhance their experience.
Efficiency: Approaching a prospect with a clear understanding of their needs saves time for both parties. You can skip the generic pitches and focus on discussing how your offering can specifically benefit them, leading to a more efficient sales process.
Let go and home in on your targets: Using business intelligence can certainly highlight where to play, but – just as important – it also sheds light on where not to play. If you’re not looking like the right fit, you’re probably not. Focus your energy where it matters.
Being fully informed about a prospect’s needs allows you to provide a more personalised sales experience, increasing the likelihood of closing the deal and fostering long-term customer relationships.
Check out our article on why using accurate B2B data will increase your sales team’s performance.
