Similar to current events, point-of-view updates involve salespeople taking an important news item and then putting it into perspective to help clients understand how they will be affected by it.
These point of view updates are a great way to nurture new opportunities, and here are a few reasons why.
They Make eTailers Feel Valued
Any time you have an opportunity to personalize a marketing message you should take it.
Point of view updates differs from current events in that your information focuses on how an event or a trend affects a particular customer, not just the industry in general. It’s more personalized.
These updates are a great way to show clients that you’ve done your research and that you care about their success. Your effort and personalization will make them feel valued.
Demonstrates Your Expertise
You have an excuse to demonstrate your unique knowledge and expertise with a point of view update, so give them a glimpse into what working with you will be like. Put your best foot forward and make it hard for them to say no to you not just to your product or service.
Show them that you know your stuff and that you can use that knowledge to make their lives a little easier.
Most importantly, point-of-view updates help you build trust. No matter how good your product or service is, etailers aren’t going to believe or care about what you’re saying if they don’t trust you.
The name of the game is building trust, and even if your prospect chooses not to work with you, you will still have provided them with some useful insight, which they will remember.
Point of view updates are an effective way to develop relationships, so start searching the web for trends that affect your customers
Have you ever taken the time to help prospects understand what a particular trend means to his or her company?