This Is

Can you answer these questions about your company:

-This is WHO we are

-This is WHO we work with

-This is HOW we do it

-This is WHAT we do

I submit that if you don't know the answers to all of these questions, you can not sell effectively. These questions speak to the core of your business.

You must know who you are. Knowing who you are keeps you from making decisions that are bad for your company. When you know who you are, you know what your mission is, what your goals are, what you hope to achieve, and what you believe.

If you don't know who you work with then you have no idea who your prospect base is. You'll find marketing very difficult and scattered because you won't be able to focus on a segment of people or companies.

If you don't know how you do it, how can you explain it to a prospect? Would you buy from someone who couldn't articulate the process? And, hand in hand with this point is knowing exactly what it is you do. What is the result your prospect can expect? What is the benefit?

If you can't answer these questions you are not in tune with your organization, your clients, or your prospects. I'd bet you are floundering and wondering why.

Take a minute with a pen and pad to jot down answers to those questions. Craft your message around those answers. You'll probably get a killer 30 second commercial out of the exercise!

No comments: