Issue 099: Relatable Means Revenue
“Business opportunities are like buses; there’s always another one coming."
- Richard Branson
The “What’s Your Henry? Beach ball exercise!
Over the past week, I worked with several different companies. During each working session, I customized the stories so my clients could relate to them. Adding stories to your business conversation is key to creating trust and credibility with potential buyers. The key is adding stories that are relevant to the buyer. For example, the more your buyers can identify with the story, the easier it is for buyers to see how you can help them. Sounds simple, right?!
Once when I was working with a client, he added cool stories about working with the FBI. Although the story was intriguing, it wasn't relevant to the customer. The sales professional wasn't communicating the value of his story. Or how his story could shed light on the work the company could do and how it would solve the buyer's problem.
The problem was the average customer couldn't connect to the FBI story. However, once we focused on how the company's processes secured the buyers' information, the potential buyers saw how the sales professional's company could help them.
Relatable stories increase revenue! Make your stories relatable.
Bounce-Up™ Momentum
What kind of stories do you include in your conversations with buyers?
Are the success stories you share relatable?
Do your stories highlight how your company solves the buyer's problems?
Mj Happenings!
Last week, I gave a full day of training for more than 80 Youngstown and Mahoning Library faculty members.
On Saturday, I joined five other speakers for a Speaker Showcase.
On Sunday, I keynoted the 33rd Annual Livewell Survivorship Celebration at The Priory Grand Hall.
Until next time, Power-Up, Play-Up™, and Bounce-Up™!
Mj
P.S. Stay tuned for the latest book release, The Bounce-Up Principle!
