What’s the difference between Love marriage & Arranged marriage? Let us see this and find out how it is relevant to Sales situations.
Keep that thought at the back of your mind & we will come back to that soon. Let’s now discuss some serious stuff in Sales.
After thinking deeply, I formed my ideal customer profile [ICP]. What is ICP? Those who are likely to buy from me or buy the products that I am selling.
Looking at my ICP & my list of prospects, I carefully validated them.
Then, I finalized on a narrowed list [!!] of 18,378 companies to focus on. What?
Having identified my ideal customers, I have to break in into those accounts now.
What steps do I take next?
- Cold calls over the phone
- Cold emails
- Breakfast meetings with a group of 50 customers
- Content marketing
Whatever be the steps I take, the no.1 thing to find out is the problem the customer is facing that necessitates my solution or product.
Once the problem is identified, I approach them and tell them that I think they have a problem.
And then I play by the ear.
Meaning, I take it forward depending on what the customer says.
Then I take follow-through actions.
I keep the customer happy.
Next time, I’ll be there before a problem strikes them.
But building trust is essential!
Coming back to marriage: In a love marriage, you fall in love before the marriage.
In arranged marriage [only Indians can understand this], you are in love after the marriage.
There are exceptions to this rule, however.
In Sales, I am in love with the customer both before and after “marriage” aka “the deal”. 🙂
Before – because, I want the deal.
After – because, there are some more deals coming up. 🙂
Some Sales situations look like love marriages and some others like arranged marriages. In any case, the relationship won’t survive without love whether it is sales or life!
#b2bsales #sales #love #marriage #kkrocks