Buyer first: Stop spamming. Start listening.
Clutter of information everywhere. Ton’s of emails, messages, phone calls all focused on pushing a product to the buyer. But hey, that’s not interesting to me and many other consumers on the market — your message will be overlooked, stay unread, your will land in the gutter…. Hense — how to proceed if you’re happen to be on the other side and looking to make your yearly quota?
Recently Linkedin published a great study on Buyers First approach, which suggest that most of us are looking for sellers to actively listen to us, our needs, our problems. The principles of Buyer First approach are as follows:
- Learn, then define: look for clues.
- Share, readily: specific rare unwary information is gold.
- Solve, don’t sell. Be a partner that is looking out for them, not trying to push something that you need to get off your hands.
4. Deliver value : see the long road ahead and define all potential threads and values that can be obtained.
5. Earn trust. You are looking to form a partnership. It’s always about a WIN-WIN set otherwise it’s just abuse.
