To sell successfully to a customer today, you must build a relationship with your customer. In order to do this, you must have a way to give them insight and allow them to know more about you and your company. The best way for a business owner or salesperson to do this is to craft a company story!
Stories touch people, when facts do not. To create an effective company story, here are the five “W’s” that will help you create a natural presentation that will connect with your customer:
- The “Who” of your story is critical in setting the stage for your visit. The “who” must introduce who you are, as well as who the company is in a way that earns you the right to ask for their time and attention.
- The “What” of your story must be informative, but not too detailed with industry facts! Think like the homeowner and include interesting facts about your company that the customer will understand and respect.
- The “Where” of your story should identify the impact your services will have on the customer’s life – whether it’s their house or their quality of life. The attention to having their best interest on the forefront, will assures them that you are on their side.
- The “Why” of your story should restate the need that prompted the appointment. This would include the benefits and solutions that you are there to provide to the customer.
- The “When” of your story must clearly define the next steps that you recommend to meet the home owner’s need. This part of the story need to be well-defined and communicated confidently to the customer with a call to action.
Whether your story is verbal or shared electronically on your tablet, it must educate the customer as to the value of your service and build trust in you to successfully close the sale.
What is your story? Call the R2R team at 757-482-3492 and tell us . . . we would love to hear more about you!
