Over the past week I have been traveling across the nation to meet with prospects in multiple cities to expand our client base. It’s been a surreal experience thus far, one that I will truly never forget. Along the way, I have met a ton of great people, experienced great food, and learned a lot about myself and in business.
Sometimes in life we have so many things going on, that we neglect the small things that we take for granted. For example, you’re a dang business owner! You have an awesome product, an awesome company, and an even awesome culture! You have created a product / service, in by far one of the busiest and loudest periods in the history of man kind.
There is a ton of noise and it’s extremely difficult to disrupt that and break through. So to you, congratulations!
With that said, you truly don’t know that your product works, until you’re not only able to expand your business into another city/state, but successfully sell within that city/state. And I don’t mean the city/state across the bridge. I’m talking, half way across the nation cit/state!
I had the privilege to meet with a few brands in Chicago and San Francisco to pitch our business. Each meeting I gave them the same pitch I give everyone else, only more tailored towards the company’s goals. Each meeting was a huge success and after I went home to my hotel, I had my “ah ha” moment.
Here are 4 Ways to Know Your Product / Service Works:
Solves A Problem
During my meetings, I used a few discovery tactics to find the customers pain points. After finding out what the client was interested in, we developed a solution to meet the client’s needs. It doesn’t matter where you are in the world, people have problems. It’s up to you to discover how you and your company can solve the equation.
Bring Immediate Value
You’ll know your product is good because you can reach in your utility belt of services and produce value to your client. Your product / service needs to bring the customer value because regards of who you are, where you’re geographically located, the customer can see if solving the company’s main issue. Being value now a days is such a buzz word and it truly does pain me to use it in a blog post, but there is a lot to be said about it. Value can mean several things, but the most important piece of value that you need to focus on, is the value that is MOST IMPORTANT to your prospect, in that EXACT moment.
If you try to bring value in ways that have been used in the past, or has worked for past clients, it simply won’t work. Bring immediate value that gets them to sign that day! Time is valuable and you have a whole world to conquer!
Low Risk and High Reward
This is a no brainer and allows the client to simply sign on the dotted line. After all of the steps within your sales process, you need to show that your client isn’t losing much by using your product / service. By showcasing the above two ways, it’s only a matter of time before the client sees that you’re the company for their organization.
In conclusion, there are a ton of businesses out there that want to work with a local company and that’s great, but the fact of the matter is that you shouldn’t worry about location. What you need to focus on is getting your problem solved. It could mean that the solution lies in Philadelphia, it could also mean Chicago, San Francisco, or maybe even over seas. The fact of the matter is, you will know that your product / service works because your language is universal. It’s recognized and respected by the world, and not just the individuals within your back yard.