Most people who start their own business don’t do it simply because they want to make some money. They do it because they have an idea that they want to share with the world, something they think can help others, and something for which they have a strong passion. But while passion is vital to being a successful entrepreneur, if you can’t get anyone to buy what you’re selling, you’re going to be back in a boring office job before you know it. That’s where this week’s Hardcore MBA guest, Jeremy Smith, comes in – he helps business owners learn a few simple techniques of selling that can turn that passion into tangible success.
In the podcast, Jeremy and I discuss:
- How to find out what your potential clients need, and how to frame your services in a way that clearly fulfils those needs.
- How to get past ‘gatekeepers’ – the kind of people who answer the phone when you call a potential customer, and stand between you and the people who make decisions.
- And Jeremy’s other work in evaluating outsourcing contracts for businesses to ensure they’re getting the best possible deal.
“When you start talking to a potential client,” Jeremy tells me, “they usually want to get straight into what your service is, how much it costs, and all of that. You need to avoid getting pulled into that conversation too quickly. You might be eager to explain your work, but you’ll end up talking for far longer than necessary and give them the information they need to tell you why you’re not the right person for the job. If you can instead find out what they’re looking for, you can then frame the services you provide in a way that makes it obvious that you should be hired.”
This week’s podcast is a great listen for anyone who’s a little uncomfortable with selling, but knows that it needs to be done. If you’d like to get in touch with Jeremy for more details about how he can help you, check out his website or his LinkedIn profile.