Foundations For Developing A Conversational Growth Strategy
The value of a single conversation is far greater than most give the archaic tactic credit for. Conversations are the way humans have communicated for centuries, and despite the fact that we have a plethora ways of instantly communicating with one another, having a one-to-one conversation with a prospect is still the best way to convert a sale.
Conversations are simple.
The Backbone of Automation
Conversations are how you build automation into your companies processes. Because you automate a stage of your customer acquisition process, doesn't mean you "set and forget".
Conversations evolve. People's interests and understanding of topics change, and so should the way you discuss your products or services. Automation will help your sales team have higher quality conversations with less effort. Over time, automation must be updated for the organization's growth.
Customers Needs Change
Customers, clients, partners, or humans in general have needs that need to be addressed, otherwise why would you hire someone or buy something in the first place? At it's most rudimentary form, someone is buying something or hiring someone because they have a problem and a desired outcome.
Some say I’m just going to get a coffee, but actually mean they’re hungry.
As a sales person or marketer, it's up to you to show both that your product can and will solve the problem, but that it's the best choice for obtaining the desired outcome.
Cheap Fast Good
When a buyer is shopping, they're generally weighing their decisions based on this triangle, where the options have two of three. For instance, if a solution is cheap and good, it's probably slower than a choice that's expensive and good.
Conversations are the simple and archaic tool for your sales team that let you show your prospects why your choice has all three corners of the triangle. Knowing how to handle objections is critical for any sales person or automated system, but the way you learn what objections are is by having conversations in the first place.
Always listen to what consumers or clients are saying, it's truly the most direct path to structuring the outcome of conversations.
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