If you believe that a client's current marketing strategies need a major revamp, it's best to not overwhelm them with too many new ideas at once. Instead, share one or two success stories. A good salesperson should do the same. Before you schedule an appointment or attend a crucial meeting, do your research on the company or person you are targeting with your product or service.
The Internet is a great place to start. Visit social media sites such as LinkedIn and Facebook, and check out relevant websites and blogs. Pay attention to the customer feedback the company has received. Look for specific information on how your goods or services can benefit the company.
Be sure to find out if they have something similar in place, and if they do, be prepared to discuss why your service is better or, at least, better for them. Small businesses make customers realize they need their products by showing them a need or opportunity they have. The best way to convince customers to buy is to educate them through personal selling and advertising. You're more likely to sell to people who are most likely to use your product, regardless of their age or income group.
The key is to talk about your product or service in a way that attracts customers and makes them want to be part of what you offer. But to convince your prospect to buy, you need to go one step further and narrow down your target market to just one person.
