Learn to speak your Client’s Corporate Language

If you’ve travelled to a foreign language country and tried to ask for directions you’ll know how important it is to be able to speak the local language. Even if you know the phrase to ask … where is the cathedral, if you don’t understand the language you wont know what they are saying when they reply, and you still won’t know how to get there. The same applies to businesses. If you don’t speak their language you won’t attract corporate customers.

So many small business owners make this mistake. I had a guy describe his business to me and he said: “We provide a complete printing solution to small to medium sized companies”. Now that may well describe what his business does, but it doesn’t really describe what his customers need. He is not speaking his customer’s language.

I have something I call the “wake up in the morning test”. If I am thinking about something and I wake up in the morning, what is the phrase I use to describe what I am looking for? To use the example above: If I was looking for a printer would I wake up and think: “I need a company that provides a complete printing solution to small to medium sized companies”.  Or would I think: “I need a printer for my conference invitations?”

What should you be saying on your Business to Business Website?

In your small business you can create a very effective home based marketing campaign by simply learning to speak your customer’s language.  Robert Collier, a well known copywriter describes this perfectly. He says: “One of the keys to selling is you have to enter the conversation that is already going on in the prospect’s mind.” In other words shift your thinking away from what your business does and start talking in terms of what your customers could be thinking and feeling.

Put it this way. If I am walking down the street and I’m thinking “I need to find something to wear for that function next week.” Those are the thoughts my mind is processing. If I happen to turn a corner and there in the shop window I see a tailored suit in the perfect colour, do you think I am just going to walk on by?  Of course not! I’m going to go into the shop, have a look at the price tag and try it on.  Chances are if it’s in my budget and fits well I’m going to buy it.

Marketing Tips to help you start Attracting Corporate Clients

• Put yourself in your customer’s shoes. Think about the language they would use if they were searching online for your services. What could they be looking for and how would they describe it?
• Run through the “wake up test” to help you start thinking in your customer’s language. Think of what you do as a business but don’t stop there. What ‘wake up test’ phrases might customer use when looking for what you offer?
• What pressing needs might your customers have? What solutions might they be looking for? What targeted marketing solutions will speak directly to these needs?

When you learn to speak your customer’s language you can have directors of large companies dropping what they are doing to call you. You can have them hooked simply by speaking directly to their need and offering a solution. Corporate sales training is most effective when you are speaking your customer’s corporate language.

If you want to learn how to attract corporate customers  and turn your corporate sales leads into profit, then I have something special for you and it’s FREE (for a short time only).   Register for the www.SellingToCorporatesSuccessSummit.   You’ll learn from B2B and Corporate Sales Experts like Angelique Rewers, Tony Parinello and Tom Searcy.   They are just 3 in a line-up of 10 experts.   Remember, just one web marketing tip could be the tip to totally turn your business around.   Enjoy!