We love the whole business of sales: being able to talk with all sorts of people, learning about different industries, understanding what makes each individual customer tick, the race to achieve targets before month end… above all, the competition to win the business.
We rate the competition above all because, as you know only too well, the SMBs you call on are hearing from your competitors as well. And while your product or service may be better than your competitors, how do you set yourself apart in your prospects eyes to really get their attention?
One way to set yourself apart is to lead with something your prospect most likely has never seen or experienced before, and that is a look at their business through the BuzzBoard lens. The moment you call on a prospect with BuzzBoard in your hands you look very different from all the other salespeople they see. BuzzBoard enables you to show prospects – with speed, ease, accuracy and in real time – what other salespeople can’t. It makes you look like the most competent salesperson in town because, in most cases, your prospect has never experienced BuzzBoard technology.
Just as you want to rise above your competitors, so do your prospects. BuzzBoard enables you to impress them in many ways but nothing gets their attention faster than showing them where they stand in relation to their fiercest competitors.
We hear time and again how this creates that gratifying “Aha!” moment that all salespeople love, that moment the prospect starts agreeing and then gets it, because you’ve shown them the hard proof that no one else is able to show them.
Picture the scene. You’re sitting side by side, both looking at your iPad, and you enter the name of one or more of their competitors, then tap the screen and BuzzBoard delivers a complete competitive matrix in just a few minutes. As if by magic, your prospect sees, with great clarity, where they stand and what they need to do to outstrip their rivals.
Yasmine Vatere, Google certified sales professional and Digital Sales Manager for DFM’s Los Angeles News Group, told us of one such Aha! moment with a prospect who was distinctly disinterested as she discussed his online presence and how he could improve it. She tapped BuzzBoard’s competition tab where she had pre-loaded three of his competitors. “He almost grabbed my iPad out of my hands so he could see what his competitors were doing. It ended up being a great call because after he’d seen their activity, he decided to run a big mobile display and search campaign.”
This is the point at which you can have engaging and real conversations with prospects about your offering. What grows from this process is trust. BuzzBoard changes the impression you create as your prospects begin to feel safe in your hands. This, in turn, makes you feel more confident… and now you really are a better salesperson, completely set apart from your competitors.
And this is when the best thing about being in sales will happen. The prospect will become a customer.
- Marketing Buzz