- Posted by Steve Gruber
- On October 10, 2017
- 0 Comments
When selling one core thing to remember is that stories sell. It doesn’t matter if you are a large or small company, your messaging needs to tell a story. As you can guess, this will not be an “In a universe far, far away…” or a “Once upon a time…” tale, rather it is a way to convey to your prospect how you and the product or services you are selling can help them. I have always found that people are able to relate better when they hear how someone else has solved a problem they had or seen success with your product or service in real-life.
Prospects draw confidence in your ability to help them through these stories. If you are a start-up and don’t have many clients that you can draw stories from, then you may have to build a theoretical story, but be sure to keep it as real as possible. Having a solid value proposition is a necessity but when you layer on top your ability to show how someone benefited from the key points in the value proposition then you are in a position to really win.
Some key points to include in your story are:
- The Situation – industry the client is in, state of the market
- The Challenge – this is the challenge or the business pain the client is or was having and is directly related to why they are interested in you pitching to them
- The Answer – this is how you were able to help them assist them with their business pain
- The Result – how did you help and quantify it as best as possible – numbers sell
Ultimately be sure to add this into your sales presentation and where applicable, build up a larger client case study.
If you’re looking for outsourced sales and marketing assistance, please don’t hesitate to contact us. For great insight into startup sales and marketing, feel free to sign up for our newsletter or follow us on Twitter.