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How To Sell When Nobody Knows You #431
What do you do when your business is the best kept secret in town? How do you get people to know about you? How do you create awareness and most importantly, how can you get buyers to trust in you, your company and it’s products? How to sell when nobody knows your brand? In this episode we discuss lessons we can learn from the Grand Canyon and how building a brand is not a quick fix.
Today’s Chapter: Making the Unknown Known
At first a secret
a new product’s value is questioned
The market unaware
Remains wary and skeptical.
Like rushing water
Wearing away granite
Persistent campaigns bring awareness
Messaging that speaks to the buyer
That this can help
This can make a difference.
Knowing the audience
The Master Seller makes the unknown known
Today’s Story
The company was launching a new product to a new market. Nobody had heard of them and the offering had no credibility. While working on a cold calling campaign, Chris was unsure how to get the attention of buyers saying “I keep calling but no one is answering. The few people I’ve talked to have never heard of us and don’t trust we know what we’re doing”.
Pat nodded and said “I guess that’s . understandable” said Pat. “Trust has to be earned and that only comes after the passage of time”. “Exactly” said Chris nodding. ”So what can we do since we’re the new kid on the block?”
Pat responded “Slow but steady wins the race. We need to follow up our outreach multiple times: first an email, then a call, then a voicemail then a social media message and then rinse and repeat and each time sharing a little bit more about us, This will take awhile but remember, water is soft but given enough time it carved the Grand Canyon.”
Take Action Quote
Trust is the foundation of all sales. It’s what Stephen Covey calls the glue of life and the most essential ingredient in effective communication. In my experience trust takes time to build and it takes persistence and tenacity and believing in the process.
It’s a case of what the Taoist call Wu-Wei or Non action-action or non-doing doing If you just keep at it, never expecting that it will be this call or this email that arouses interest. Nope you just keep at it. And it, will happen. When? Where? How? Nobody knows. But it will happen, in time.
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How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. Look here https://www.salesbabble.com/sales-podcast-free-advice/
This is a production of Habanero Media https://habaneromedia.net
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