You want to invite buyers to events that can improve their personal or professional lives or businesses. Or you might have found an old industry award and show them similar industry awards they’d be “a shoe in” to receive also. Mention the nugget of information, and most importantly, ask if they buyer would like a tip on how to solve or optimize it.įor instance, you might see assignments were reshuffled at a prospect’s company and direct them to cross-functional leadership training you know is good. Salespeople who continue to research, digging up emerging situations or buried information can add value. Most salespeople research prospects before they connect, and perhaps a little more when buyers agree to a meeting. More specifically, here are 17 practical and useful ways to add value when you’re tempted to take the easy path and “just check in”: Learn something, share something insight on how to fix their challenges.research and data relevant to their business.Generally, buyers consider these things valuable: The good news: Prospects will listen when salespeople have something valuable to share – as much as five to 10 minutes, according to research from The RAIN Group. Whether it’s email, a visit, phone call or social media reach, you can add value, move the deal along and tighten the relationship you’ve started building. It just means you want to follow up with something more valuable than “just checking in.” Of course, this doesn’t mean salespeople should stop following up with unresponsive buyers. It doesn’t add value to conversations, relationships or the deal. ![]() Arghhh … that’s one of the worst things a salesperson can utter to a buyer.
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