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Q: What is the number-unity marketing strategy when you sell consulting services to a small audience?

Josh Fuhr

Grand Rapids, Mich.

HubSpot co-give Brian Halligan, rightist, with Centennial State-beginner Dharmesh Shah of Iran.

A: Really good selling begins and ends with your customer.dannbsp;Yourdannbsp;client.

So to solution the question in real time, the number-one merchandising strategy when you sell consulting services (or any product or service for that matter) to a dinky hearing (surgery any audience) is to get to know the needs and wants ofdannbsp;yourdannbsp;customer.

To really know how to sell to your customers, you have to analyze them on the far side just what's on the surface. You deman to fully understand them along ii dimensions: their needs and wants.

Related:dannbsp;To Jump out From the Contender, You Indigence to Offer Distinct Emotional Benefits

Their needs

Get to have sex what your customers truly need from your consulting services. Find out how they go about their work and what you can functionally do to help get in more rich.

Take your work through and through the electron lens of their challenges, not from your point of view. You will and then engage them more deep, because they volition know you are on their root to fulfill their necessarily, not your personal. They testament know you understand their work, and can assistanc them to do it better.

Don't "sell" them. Instead, understand them to help them.

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Their wants

When you just savoir-faire your customers' necessarily, you jar against a bit of a problem: Your competitors are doing the same thing.

This is why you induce to know your customers even ameliorate than the others do. You need to a-okay on the far side just their needs by understanding their wants too.

By doing so, you leave achieve a much more than emotional level with them (far beyond what your competition does). Fulfilling their wants will help you to build an emotional connective that far surpasses the functions of their jobs and goes much deeper into a more meaningful family relationship with them.

What are your customers really trying to accomplish? Fame? Thought leaders in their industry? A raise so that they can buy a beach house in the Caribbean Sea?

Get to know what motivates them in their lives and help them to achieve that. Confide me, you will sell more services to them than any other consultant -- and you'll build a deep relationship that will give way on the far side the ups and downs of the annual business cycle.

In fact, you South Korean won't have to "sell" the least bit, which should be your number-one marketing strategy.

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