One Benefit That Could Take the Lead in Your Sales Pitch!

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When we look at market studies about buying trends worldwide, it is obvious that the overwhelming majority of businesses must make the shift to appeal to younger and younger customers. Even companies that provide vacations, housing, and healthcare for senior citizens must have excellent on line marketing because the children of the senior citizens are involved in the purchases. I just purchased Jitterbug® mobile telephones for my 87 year old parents.

Example: Imagine that your business provides mobile digital billboards. Great idea, right?  If you are a “techie”, you might be tempted to promote the number of pixels, the variety of available colors, or how quickly the billboard advertising can be changed. That would be the classic problem of leading with features and not talking about benefits.  If you understand the value of leading with benefits, you might point out that more prospective customers will see their advertising messages on a mobile digital billboard.  You might even share how you match the advertising messages and your travel routes to put your customers in front of people who are most likely to purchase their products.

But, think about how many businesses are still using traditional terrestrial radio advertising or the same old display advertisements in newspapers that are being read less and less each day. Auto dealers. Grocery stores. Medical facilities. Restaurants. They seem so old fashioned…and that image costs them customers. Just taking the one step to place their advertising message on your new attention-getting colorful mobile billboards would convey that your customer is current and forward thinking. Young people are more receptive to buy from companies that embrace new technologies. The public would draw the conclusion that your customers must also be investing in improved customer service and new products.  That assumption leads to increased sales for your customers.

If your product/service helps your customers seem more current and forward thinking, that one benefit could lead your sales pitch!

About Aldonna Ambler:
Known as The Growth Strategist®, Aldonna Ambler built and grew a suite of companies to help midsized B2B companies achieve accelerated growth with sustained profitability® A Certified Speaking Professional (CSP), Ambler has addressed over 2000 audiences and hosted a syndicated online talk show about growth strategies for 9 years. As a growth financing intermediary, Ambler raised over $1 Bil dollars for midsized companies. The winner of over 2 dozen prestigious national and statewide "entrepreneur of the year" awards, Ambler is available to speak about “profitable growth during any economy” and/or serve on the board of a growth-oriented privately-held company.

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