Tips of the Trade: Think Like A Client!
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I don’t have to tell you how competitive business is these days. So what can you do to stand out and get noticed?
Your clients are all listening to the same radio station—WIIFM (What’s In It For Me). The more benefits you can convey that are meaningful to them, the more sales you’ll get.
What do your clients really want? What keeps them up at night? Hint: It’s not the lowest price! Sales are made on an emotional level. What are your clients’ hot buttons? For example, let’s look at two promotional products professionals: Pat and Chris. Chris presents numerous proposals to his clients at a competitive price and wonders why he doesn’t sell more.
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