Comments on: Discover the most relevant conversation http://www.ducttapemarketing.com/blog/2007/12/28/discover-the-most-relevant-conversation/ Small business marketing blog Sun, 22 Nov 2009 02:06:52 -0500 http://wordpress.org/?v=abc hourly 1 By: Most Relevant Conversation » client k http://www.ducttapemarketing.com/blog/2007/12/28/discover-the-most-relevant-conversation/comment-page-1/#comment-256291 Most Relevant Conversation » client k Thu, 17 Jan 2008 10:02:02 +0000 http://www.ducttapemarketing.com/blog/2007/12/28/discover-the-most-relevant-conversation/#comment-256291 [...] Tape Marketing had a great post on what John Jantsch calls the Most Relevant [...] [...] Tape Marketing had a great post on what John Jantsch calls the Most Relevant [...]

]]> By: Steve http://www.ducttapemarketing.com/blog/2007/12/28/discover-the-most-relevant-conversation/comment-page-1/#comment-226123 Steve Sun, 30 Dec 2007 14:40:04 +0000 http://www.ducttapemarketing.com/blog/2007/12/28/discover-the-most-relevant-conversation/#comment-226123 I was asked by someone a while back how I go about selling a web development project to a client. My reply was something that actually surprised myself, but which fits in with what you're saying here. I tend to sit down with a client and ask them leading questions about their business(related to the sort of areas I work in). I lead the conversation towards areas where they feel they are lacking something. This way I learn about areas where they would like to be able to do something more/easier than they can today and where I may be able to help them. I find then that the sales process comes down to a question of trust. If I have correctly identified the business need, then as long as the client trusts my ability to deliver a solution and the pricing is right, then I get the contract. Of course, there may be a *little* more to it than that sometimes, but the basic recipe is the same and the geat thing is that having a good conversation with a client (where they do the talking and you do the listening) makes them feel that you are receptive and can throw up possibilities you had no idea of. I was asked by someone a while back how I go about selling a web development project to a client. My reply was something that actually surprised myself, but which fits in with what you’re saying here.

I tend to sit down with a client and ask them leading questions about their business(related to the sort of areas I work in). I lead the conversation towards areas where they feel they are lacking something. This way I learn about areas where they would like to be able to do something more/easier than they can today and where I may be able to help them.

I find then that the sales process comes down to a question of trust. If I have correctly identified the business need, then as long as the client trusts my ability to deliver a solution and the pricing is right, then I get the contract.

Of course, there may be a *little* more to it than that sometimes, but the basic recipe is the same and the geat thing is that having a good conversation with a client (where they do the talking and you do the listening) makes them feel that you are receptive and can throw up possibilities you had no idea of.

]]> By: Internet Marketing for Mommies http://www.ducttapemarketing.com/blog/2007/12/28/discover-the-most-relevant-conversation/comment-page-1/#comment-224754 Internet Marketing for Mommies Sat, 29 Dec 2007 21:08:26 +0000 http://www.ducttapemarketing.com/blog/2007/12/28/discover-the-most-relevant-conversation/#comment-224754 Great post. The marketing world really is moving in this direction of listening and conversing with your customers. I know the people that can make this change, will be very successful. It is sometimes difficult to move out of the comfort of the "norm" you've been operating in. Thanks for the nudge! Jackie Lee Great post. The marketing world really is moving in this direction of listening and conversing with your customers. I know the people that can make this change, will be very successful. It is sometimes difficult to move out of the comfort of the “norm” you’ve been operating in. Thanks for the nudge!

Jackie Lee

]]> By: Kimber http://www.ducttapemarketing.com/blog/2007/12/28/discover-the-most-relevant-conversation/comment-page-1/#comment-223068 Kimber Fri, 28 Dec 2007 19:01:15 +0000 http://www.ducttapemarketing.com/blog/2007/12/28/discover-the-most-relevant-conversation/#comment-223068 Great post! I recently made this discovery but now I have a phrase to attach to it. My business based romances have a few unique selling propositions. In early promo opps, I tested each one. When I tested that these romances celebrate the business hero or heroine, the conversation went from me leading the discussion to simply being part of it. I lost control which was scary but in a very good way. Great post!

I recently made this discovery
but now I have a phrase to attach to it.

My business based romances have a few unique selling propositions.
In early promo opps,
I tested each one.

When I tested that
these romances celebrate the business hero or heroine,
the conversation went from me
leading the discussion
to simply being part of it.
I lost control which was scary
but in a very good way.

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