Tailoring Your Proposition to Your Target Audience
the key to winning a proposition lies in your ability to translate what you know about your buyer into actionable steps. Here are a few questions you can ask yourself to guide you through that process. How can you help them? What can I do as a service provider? Do you should be able to capture this in one sentence and you should be able to add it to the bio persona question two, What are their main purchasing barriers? What type of proof validation or objections are you required to produce or handle in order to get them to commit? How far along are they in their buying journey? Are they asking for referrals researching online? Let's use our crm example to answer these questions and will fraser answers like you would in your bio persona doc. So how can you have them? I can help them create long term relationships with their clients by making their visits more memorable using the crm data. What are their purchasing barriers? They are worried about hidden costs and concerned that the work...
might disturb the regular operations of the business. They are also concerned about the process of training their staff and having quick access to technical support. How far are they in the bank journey? They started the research and they've asked for pills to give them advice. You are currently the second consultant they meet. How does this analysis impact the scope of services you offer? Let's extract a few potential insights if your potential client is worried about hidden fees, make your proposal as transparent and comprehensive as possible. If it's access to technical support that they care for, offer to teach them how to troubleshoot themselves while committing to a particular sl a sl stands for service level agreement. Your commitment to them, for example, A response within 24 hours or waiting a period of normal five minutes on the phone. If training, the staff is a worry, quote them or include an initial training and enhanced support to follow up and visit them again. If the price is a sensitive topic, take advantage of the likelihood of knowing other businesses who require similar services and ask them for referrals in return for a discount. If they are unsure of the value of the Crm software in their business, offer them a free trial or refer them to other clients who had similar worries and that are now happy customers using your service is the beauty of a bio persona is that it goes beyond informing your immediate process. It helps you foresee the challenges, prepare an appropriate response and deployed repeatedly. When similar challenges arise, it shortens the sales cycle and creates more time for you to use in other parts of your business.