¿Cómo perfeccionas tu marca y tu argumento de venta?

If you have customers you are currently working with, take that whole list and look for commonalities among your customers. Are they typically a certain gender? Do they fall within a certain age group? Do they live in certain areas? The more you understand about those who buy from you, the better you can target them through your efforts. Do not underestimate the power of sitting down with a current customer and asking them why they selected your solution over others. While you may know most of the answer, you will occasionally find an answer that you weren’t expecting. The more you know, the better off you will be.

In my experience the best way for customer discovery is: “GO OUT AND TALK TO THEM YOURSELVES”! I have 4 concrete tips for you: 1. Immerse as an anthropologist among your potential customers without being judgmental. 2. Find out what really relevant for them in their lives at this moment. 3. Identify their jobs-to-be-done and the major issues related to the context of your scope. 4. Do customer discovery before your ideation process YOURSELVES with your whole tam, as the experience is as important as the results. When as immerse in your target group yourself you will understand their situation, their needs, their jobs to be done more profoundly than any other method. You will never forget your customer vists 🤗✅🔥.

Curiosity is essential for entrepreneurs. It can create a sense of appreciation for the world and causes them to ask more questions about people's problems, leading to business ideas. In my experience, people have a difficult time getting out and talking to prospective customers about their problems. It is easier to stay home, however, reaching outside the comfort zone, maintaining a sense of curiosity, and embracing the unknown benefits entrepreneurs and is a necessity in order to find product-market fit.

A great place to start is by simply asking people why they buy from you. At my last job, something that came up over and over was the fact that calls were answered by live people. The notion that someone was there to answer questions led a decent percent of our customer to return and keep ordering. Your goal is to craft a pitch that resonates with those you support. What better way to gather that info then asking other customers for their thoughts.

ONCE UPON A TIME …. This sentence puts you directly in the “curiosity mode”. FACTS TELL, BUT STORIES SELL ✅🥳 Storytelling is the art of using narratives to engage and connect with your audience. “Our customer‘s journey” is a wonderful subject for an original convincing story, or “The way we create a sustainable impact”. A great example of storytelling in business is Apple's "Think Different" campaign, where they celebrated individuals who defied the norm, inspiring peeople to challenge the status quo and embody the Apple brand. This story-driven approach resonates with customers on an emotional level and helps establish a deeper connection with the brand. Check it out via AI or YouTube.

As someone who has spent a lot of time in the catering space, I have seen lots of apprehension from people who would face consequences if the service was not delivered as outlined. It was one thing, to say “I have been doing this for 10 years, and I can take care of you, don’t worry” and a whole other thing to say “my team actually helped cater the Super Bowl when it came to town three years ago and we delivered food for 1400 people to 6 different locations. We started deliverers at 2 in the morning and ended at 5 in the afternoon. I am confident we can take care of you”. By telling a story, you can reduce concerns and back up the claims you are making.

I have come to find value in preparing a strong opening for my presentation and then asking questions that help me focus on the services or features pertaining to the group I am meeting with. While you should know a fair amount about a prospect before meeting, sometimes you end up with new faces in a presentation and will quickly need to figure out how to sell to those individuals. Open ended, strategic questions can do just that Make sure you have stories and examples that show the impact of your product or service. If through asking questions, you learn that x is of internet, share how company y gets value In that area through what you offer.

NOBODY BUYS FROM A CLOWN. Be Innovative but act Conservative I have seen many innovative people pitch new business ideas in very original ways: playing a movie, doing a dance, and even by doing a flash mob. But it is wise to keep in mind that your executives are still as conservative as ever. Once you accept the risk-averse culture you can be effective. Your idea will be evaluated from at least 4 perspectives: 1. The Customer: Will they like it? 2. The Business model: Will it be profitable? 3. The Technology: Can it be produced? 4. The Risk: What if it's a failure? So draft a new business case: a clear, strategic, commercial, professional, and financial plan for your innovative initiative. It strengthens your persuasiveness.

Remember, those you pitch to are human beings just trying to get through their day. Practice and improve your pitch, but don’t try to be overly “salesy”. Keep it conversational, casual and come from a position of wanting to improve the other person life.