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What your clients want you to know so they can:

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Let me ask you…

Would your business benefit if you could know what your client was thinking?
How often have you walked away from a sale or presentation wondering if the client was interested in buying?
What would you pay to know how to drive clients to purchase and promotes your business?

The Fastest way to grow your business

THE CLIENT NATION

See your business through your client’s eyes

About the book

What you are about to experience when you enter THE CLIENT NATION is the culmination of countless interviews, mastermind think tanks. Through research and real world success, with and by the customer, we conducted an exhaustive search for the truth on what clients really want and seek from businesses. They will tell you why they buy, how they decide and refer, their perspective, and their buying experiences.

This book was created to provide the business owner, salesperson, or individual direct sales professional a unique insight into the client’s perspective in their own words, thoughts, and experiences. THE CLIENT NATION is created by the client as an inside look into what you, as a business owner, need to know to earn their trust, their loyalty, repeat business and, most importantly, their voice.

If a business does not have clients, it has no profits, nor cash flow and therefore it is out of business. Would it not stand to reason to better understand the needs, benefits, or solutions in the perspective of the one single element that determines the success or failure of your business? Now you can.

Rico Peña, Author

The Client Nation Blog

Tuesday, 05 January 2010

Bullhorns are overrated

In 2009 we saw many groups gathering to have their voices heard, from political, financial, and special interest groups. The one item you can count on to be at every gathering is the bullhorn. It is loud and gets peoples attention, or dose it?

Have you ever been at a receiving end of a bullhorn? It is loud and annoying. Watch the people who are not part of the march or the group gathering, they tend to run to the opposite side of the street, are annoyed and don’t really care what you are saying. Can you sell to someone who is irritated with you?

I have always been interested on how do the organizers get the group together in the first place? Did they use a bullhorn to get their point across? Did the use a bullhorn to discuss their intent or passion of why gathering was important? Most likely they sat with them and began building a relationship based on common grounds and principles. The individuals marching are all of the same opinion, same passion and with the same desire and are trying to let everyone else know about it. I have found that just groups of people gathering create more interest to the passers by who wants to know what is going on, like a long line at a club, or a group gathered around a person.

In business we sometimes tend to use the bullhorn approach to market our business. We want to let everyone know who we are and what we are selling, assuming this will drive more clients to our business.

Like a group of loyal followers who are of the same mind and desire and do not have to be convinced to be part of a march, so should our clients be. When you incorporate relational sales and provide benefits results and solutions to a specific client base, you will then get clients who want to buy not convinced to.

The goal for your business should not be to have a lot of people to yell at, but to find a lot of people who CHOOSE to listen. A bull horn is not needed for that.

Do you know who your ideal clients are and why?

What benefit result or solution does your product provide from the client’s perspective?

POSTED BY: Rico Pena AT 11:24 am | Permalink | E-mail this

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