How to Start Influencing Your Buyers
- Vision TDM
- 6 days ago
- 4 min read
Well, its obvious from my last post that many of you feel trapped in the low bid world and want to influence your market in a positive way so that buyers start to think about the other issues that affect the price they pay for your goods or services…after all, you work hard and you’re dedicated to giving the best service so why shouldn’t you get paid a fair price for what you do?
The trouble is finding the best way to change how people think in your market about what you do for the better. Whilst it’s OK having a moan on occasion it doesn’t change the world so action is what you need…and you need to do it today!
Because this is such an important topic and one that seems to have captured the attention of many of you I’m going to deal with it over a couple of posts. It will take a bit of time from you and its worth writing down how you feel about it now and then doing the same after you’ve read the posts and done the simple exercises.
So, before we get into the nitty gritty, let’s take Step 1 in the process and check if it’s actually worth listening to you in the first place…
You’ll need a partner for this little exercise and one of your trade or professional magazines. Now, open it up and without taking too much time start reading an article that appeals to you. Don’t worry if you make mistakes just keep going. You can stop after 3 minutes and then ask your partner to give you some honest feedback about you how came across whilst reading.
Of course, you should sound great because this is your chosen profession or job and you should be really interested in what you’ve just read. But, in my experience many people don’t sound interesting or interested and, in fact tend to sound a little bored and, dare I say it, boring! If that is the feedback you got then don’t despair…you’re not alone and you can do something about it.
Now for Step 2 you’ll need a pen and paper (or computer if you run a paperless operation) and about 5 minutes to get this right. All you have to do is to write about the reasons why you got into your profession of job in the first place…what attracted you, why are you interested, at what age did you first consider it, what make it fun then and what makes it fun now…etc., etc.
Read it to your partner and ask them to critique you again on how you sounded. Chat about this and explore the differences between your first reading and your second. How did you sound…were you interesting and did your partner want to know more…what did you look like…were you more or less animated…how did it make you feel…and importantly, did you smile when you were reading it?
People will listen to someone who is passionate about what they do…so make sure that you are really, really passionate because this is your work and your life!
So, now you’re on the right level what should you say so that you engage your audience with interesting, topical subjects that they want to really hear about?
You might want to widen your group and involve other people in your business for Step 3.
Get a load of post-it notes and pens so you can write down as many topics you can think of that your clients might be interested in, or as many things that you can think of that are affecting them now or might do so in the future. Don’t worry about order…this is brainstorming and you just want to get as many notes stuck on the wall as possible.
Take as long as you need and when you finish your wall should be plastered in post-its! Now we need to slow it up a bit because this is a sales process when all is said and done so just spurting out lots of things to the market and your potential customers will weaken your message and confuse them. Next time, in Step 4 I’ll show you how to organise your thinking is a way that will give your audience what they want and leave them asking for more.
We are putting the finishing touches to our Digital Marketing Solution that will help you to connect and ‘speak’ with thousands of your potential customers every week. Already, we are getting great feedback from our trial and I’m excited to see some of the results already. Watch this space!
Top Tip
Don’t delay…work through steps 1 to 4 as soon as you can and start to see the difference in how you feel about engaging with your audience. When you do Step 4 you’ll end up with a jumble of ideas that I’ll help you to sort out next time!
📩 Book a free discovery session today and learn how to put value for money at the heart of your next winning bid. 👉 www.visiontdm.co.uk
Comments