Is Your Goal Your Passion Or Your Job?
One golden rule of B2B marketing is; listen to your new customers but worship your loyal consumers. After all, having something is better than having nothing, right!?
So why is it that, in my case, sometimes consumers have so little respect for my new customers? I have no desire to please them, to make them happy. What I want is to keep them hooked to me and my services, products, or technology. And I have tried to do that on many occasions, with some degree of success. But at a heavy cost. I know that they have a right to be disappointed if I'm not doing that for them. The question is, what do I do?
1. What is the price I should charge my new customer?
2. How do I get them hooked to me and my services, products, or technology?
3. What is the best way to make them feel like they're the only ones who gets it?
The good news is, it's actually pretty simple. If you are a business owner, how long do you think the average consumer spends their entire lifetime on the internet? That number? It's the price. No, I don't mean average hours on the internet. I mean average dollars spent on the internet per lifetime. If you own your own business and you're new to internet marketing or content marketing, think of the average internet lifetime as a year or two. That's just for starters. Now think of all the ways you could get a new customer hooked to you. Now, think of all the things you could do to make them feel like they're the only ones who gets it. The price, the product, the packaging, the promise, the exclusivity, the technology, the service, and the benefits - it's a short list. If you don't have a price, or don't have the time to think about it, ask your client. Why should they choose you when there are many other companies with the same product and price? But the price is important. If the price isn't competitive, there is no longer a reason to choose you.
In fact, it's so important that we're going to focus on it now.
* The "Ultimate Question:"
I didn't invent the question. I just perfected it. The "Ultimate Question" is, "Why should I choose you over everyone else?" It's been around for ages, but I wrote down this question because I realized that many business owners don't ask their clients "Why should I choose you?" or they say something like "This is our business and this is how we do it." or something like that. I realized that these are two different questions. I have to know the answer to both of them because, if they don't, I'm not building a relationship. If you want to build a relationship with your clients, you have to know why they should choose you over everyone else.
Ask your client this question and watch the flood of ideas pour forth. What if they don't know the answer? That's not a good thing. I recommend you spend about 5 minutes asking clients the "Ultimate Question" or trying to answer it. Either way, you'll be in business.
The more you ask and answer the "Ultimate Question" the more you'll get the opportunity to create an incredible conversation with your client. Remember, the next time you think you're going to be able to get away with boring people, realize that people love to be asked questions. If they don't feel that they are being asked the right questions, they won't be interested in you or your business. And they will never leave you - unless you give them a reason to stay.
The Ultimate Question gives you this opportunity.
And if they are confused about the Ultimate Question, here's a quick idea to clear it up for them.
It's important to follow up on all of these questions.
But the biggest thing is to understand the relationship you are building with your client. And the starting point of that relationship is the Ultimate Question. It's a simple question, but it's the Ultimate Question that people will listen to. No other question matters nearly as much. No other question can create the conversation that the Ultimate Question can. Because when you can actually get people to ask you the "Ultimate Question," you can get them to open up to you in a way that no other question can. You will begin to understand their pain and excitement about starting out in their business and about their business. They will begin to open up to you, because you can relate. You can see how terrified they are about losing their income. How they are unsure about all of this new technology. How they don't know how to price their services. How they don't know what to charge. You can see how they are struggling and you can help them overcome their fears and mistakes and you can help them build their business and their income.
You can help them realize their goal and they will feel better about their business and their income. You can help them realize that they are so close to making their goal, that they could reach it so very easily.
No other question matters nearly as much!
At the end of the day, it is not the Ultimate Question that will help you to make your goal. It is what you do with the Ultimate Question that will help you to make your goal. When you can actually ask the Ultimate Question, you can make the goal, you can fulfill it, and you can make it come true. It is just as simple as that.
If you need assistance with filling your pipeline, talk to the xpertz at Promo Xpertz. email diane@gopromoxpertz.com or call 363-458-5241 to speak to Diane Carson. Use Diane's over 30 years of experience to move your small business to the next level.
