00:00:10another edition of ask Evan in this
00:00:13video I’m going to answer a question
00:00:14from what am I reader Stephanie who asks
00:00:16hi Evan I need your help on how to
00:00:18actually speak to a customer or client
00:00:20when I’m first meeting him or her the
00:00:23thing is I’m a sales rep and I get
00:00:25confused as to what I’m supposed to say
00:00:26or how to introduce a service I need
00:00:29your help kind regards 70 so Stephanie
00:00:32there is a lot of voice to sell it
00:00:34depends on your personality but what I’m
00:00:36going to do is share with you how i saw
00:00:38one of my services and hopefully this
00:00:39and lessons you can learn from that so
00:00:41the server side cell is called a
00:00:43mastermind group and this is a
00:00:45membership program that i use for
00:00:47toronto entrepreneurs and we meet once a
00:00:49month to talk about our businesses and
00:00:51we try to help each other out to grow
00:00:52our businesses so it’s a little informal
00:00:54advisory group for your business now
00:00:57people are first find out about it it’s
00:01:00usually buying my website so by the time
00:01:01they’re contacting me they already have
00:01:03some kind of interest in the product if
00:01:05you don’t have that yet if you haven’t
00:01:08created awareness yet then your first
00:01:10step is to come up with a benefit
00:01:12statement that can really capture
00:01:14someone’s attention very quickly and get
00:01:16them interested in learning more about
00:01:18your product or service what happens
00:01:20after somebody finds out about it
00:01:22they’ll email me and I’ll always set up
00:01:24a face-to-face meeting and we used to
00:01:26meet over coffee and I want to meet them
00:01:28face-to-face because it gets some buy-in
00:01:30for them it’s easy to do an email easy
00:01:32to do a phone call but with for meeting
00:01:34the taking time out of the day and they
00:01:36have a vested interest in learning a
00:01:37little bit more and spending some more
00:01:39time on it so I want to make sure how
00:01:40that commitment before I started
00:01:42spending a lot of my comment as well
00:01:44when I first meet them for coffee I’ll
00:01:46ask them a little bit about their
00:01:48business their history what their
00:01:50problems are and based on that I’ll be
00:01:53able to tailor the discussion to be able
00:01:55to help them solve their problems right
00:01:57if they have a strong pain point and
00:01:59you’re able to help solve that you’re
00:02:00much more likely to get this out so what
00:02:03I’ll do is I’ll always ask about
00:02:04they’re facing and for every person
00:02:06might be it could be a different
00:02:07challenge so it could be having problems
00:02:10with a business partner or trying to
00:02:12raise capital or trying to grow the
00:02:13business and get more sales and
00:02:15marketing whatever it is is a different
00:02:17challenge for every person and so I want
00:02:19to make sure I know what their main
00:02:20points are before us are talking about
00:02:22what I have to offer so we’ll spend some
00:02:24time talking about their business that
00:02:26pain points are having and then once you
00:02:28private the discussion around that I’ll
00:02:29say well let me tell you a little bit
00:02:31more about our service and you can see
00:02:33if it’s a fit for you or not and answer
00:02:35any questions hopeful that you have and
00:02:37usually then you’ll say yes it’s great
00:02:38let’s learn more and again I’m getting
00:02:40their body so you want to make sure that
00:02:42it’s not just a sales presentation that
00:02:45at the end they say yes or no to but
00:02:47they have an active role in the entire
00:02:49discussion so it starts up with them
00:02:51talking about it and people love talking
00:02:53about themselves and so that gets a
00:02:54little bit more invested too into your
00:02:57potential product service and hopefully
00:02:59closing a sale and then bind learning
00:03:01more about them you’re able to tailor
00:03:03your presentation to be able to fit the
00:03:05particular sales problems that they’re
00:03:07happy with their company so I hope that
00:03:09helps that’s a little bit of how I will
00:03:11first get introduced to a client and
00:03:13start the sales process if you have
00:03:15extra questions you know let me know in
00:03:17the comments below it also love if you
00:03:19can give it a thumbs up and stay tuned
00:03:21for the next episode
00:03:24you
00:03:27you
”