No one Cares about YOU or Your company!
Rule number one in sales, no one cares about you or your company:
- No one cares how long your company has been in business or who your customers are.
- No one cares where you’re headquartered or how many offices there are.
- No one cares how long you’ve been on the INC 500 or how much your company has grown in the past 5 years.
- No one gives a shit about you or your company.
When a prospect calls you or even more importantly when you call a prospect and they agree to give you a meeting, the last thing they want to hear about is you and your company. When they agree to meet, a contract has been created. In consideration for their time they expect to learn something that can help them solve their problem, not hear about your company.
Your prospects are stupidly busy, they didn’t agree to meet so you could bore them with trivial, impertinent, self-absorbed information. In exchange for their time, your customers or prospects want insight. They want to learn something. They want to know how your product or service is going to help them grow revenue, shorten production, or improve time to delivery. Pull out your pitch deck or presentation and take a look at the first few pages,
I got 10 bucks it’s all about you and your company. Therefore, it’s a pitch deck — pitch it!
Your prospects or customers want value. Know what you can do to make the life of your customers better and start there. That’s why they agree to meet you!