Most buying decisions come down to a fairly simple equation. If the benefit of the product or service on offer is greater than the costs involved, the customer is likely to part with their cash. However, if the customer isn’t sure the benefits outweigh the costs, they may well be reluctant to initiate the purchasing process.
If you can establish the needs of your customers, and show how the benefits of your product or service meet these needs, your marketing strategy is likely to be a success. In fact, the more effectively you can meet the needs of your customers, the more compelling your benefits are likely to be.
Establishing customer needs
The first and most important step in creating a compelling new marketing strategy is identifying customer needs. There are a number of ways to do this. One of the most effective is to use open questions to uncover more about the most pressing and relevant challenges they face. Open questions usually start with the words Who, What, When, Why, and How. The more open questions you ask, the more information you’ll have to work with.
Matching them to product benefits
Once you’ve established what customers need, take an in-depth looks at the products and services you offer and think about how they meet the needs of your customers. The more closely you can link these two elements together, the more compelling your benefits will be.
It’s possible that different benefits will be relevant to different customers. Be clear about your list of benefits in the context of a variety of businesses and situations. That way you should have a compelling argument for every call you make.
Showing how your brand adds value
You can also look at the benefits you offer in terms of value. The more money or time you can save your customers, or the easier you can make their working lives, the more value you’ll add to both your products and their business. As Shopify says, “Learning to present the value your company and products deliver in a compelling way is one of the most high-value, wide-reaching marketing activities.”
The more clearly you can link the benefits you offer with the needs of your target audience, the more compelling your marketing strategy will be. The more time you spend thinking about the value you offer your customers and the benefits of your products and services, the more likely you’ll be to bring your telemarketing calls to successful conclusions.
The link between needs and benefits in the world of marketing is incredibly strong. It’s also one of the most compelling tools you have at your disposal when making telemarketing calls. Find out more, and learn how to improve your own telemarketing technique, by exploring our site today.