How well are you connecting with your prospects and customers? Do you know them well enough to add value? Wondering what in the world is an Interest-Ection™?
Sales growth starts with discovery. We need to learn as much as we can about our prospects, and our clients. This discovery is a journey through Interest-Ections™ – those places where there is connection and agreement.
The more Interest-Ections™ you have with someone, the greater chance of a successful business relationship
When we are prospecting for ideal clients, we know there are several things we need to find out about them. Not only do we need to know about their situation and whether we have a solution, but we need to be able to determine if we want to go into, or stay in, a relationship with them.
The best way to do this is to first drive through the Interest-Ections™ that tell us who they are.
Ask yourself – what do I need to know about this person or company? Do we share values? What are their business practices? Or, for consumers, how do they interact with their vendors?
And, of course, we need to find out about their situation. There has to be an Interest-Ection™ between what they need and what we offer. Another Interest-Ection™ is value + investment. Is the investment they will have to make for your offering in line with the value they see? Is there an Interest-Ection™ between your process and their ability to work within it? Is their timeline and yours in sync? Do you share problem solving methodology?
When there’s a green light at each Interest-Ection™you are most likely headed toward a great engagement with that prospect. Using the Interest-Ections™ as landmarks along your discovery journey is a great way to track your progress with each potential client.
So, grab your roadmap – otherwise known as discovery questions – and start your journey. If you feel you could use some assistance with this, reach out to me at seizethisday.co. And remember, to seize THIS day.
