How to build a conversation that converts in the digital w

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Play, download and edit the free video How to build a conversation that converts in the digital world - Episode #2.

With the COVID causing many businesses to lose their customers, what should the business owners be doing right now to get more clients?

As the world has evolved rapidly in the last few months, it is very much about the conversations that build trust and confidence, that helps convert leads into clients.

In this session, I have Gary Edwards. Gary is an Influence, Communication & Negotiation Expert, Keynote Speaker, Lawyer, Hostage Negotiation Researcher, Professional Magician and a Business Consultant.

When it comes to the art and science of verbal influence, Gary is an absolute expert.

There are 2 major challenges we are facing right now:
1. There are clients who have backed away from buying due to Cost Vs. Need
2. Our ability to connect with our clients and sell our products/services

To mitigate these challenges, right now it is imperative to move the same offers digitally to meet the needs of the same group of clients.

We have the same services and products to deliver, we all have a marketing strategy to win more businesses. The opportunity in this situation is that we can take those products and services digitally.

During these uncertain times, every business is looking to find the best product and service at the lowest price.

Delivering through digital means will not just help you generate more business but also allow you to charge a price that you and your clients are comfortable with.

Our ability to get business and good price require trusted conversation.

When we are trying to sell products or services, clients are asking more than ever: "Can I trust you?"

Now with everyone being digitally active than ever before, there are too many opportunities available at a fingertip. Similar businesses are targeting the same person through the same channel with the similar nature of services and products. So, this gives your prospect a much broader range of choices to think about including quality and price.

This has created a dilemma in whom to trust and from whom to buy.

Previously, it used to be mostly face-to-face deals where trust depended upon who you are as a person. But now, it has changed to 4 other ways to be trustworthy and likable. They are the 4Ps:

1. Problem:
We have to be able to demonstrate to them the problems they are facing right now and perhaps even the problems that they were not previously aware of.

2. Proposal:
After finding the problem, the potential client sees if you present a proposal that agrees to their needs and budget, that solves the problem.

3. Process:
It has taken much attention right now as the world has sharply shifted to a contactless delivery system. It has to be something that the prospect is comfortable and feels safe.

4. Pay-off:
With the growing recession fear, people are concerned more than ever on where they spend and on “what’s in it for me?”. Right now, people want the exact result, if not more than what they had expected. Due to the uncertain environment, they want something that they can benefit from right now, not something that’ll pay off in the future.

These whole four experiences have to be right for the client to see your business as the preferred choice. You have to be seen as ‘The Trusted Provider’.

To be a trusted provider, there are 4 factors involved:

1. Authority in your area of product and service

2. Position your expertise

3. Become problem solver by understanding clients and

4. Be a teacher by helping clients and a learner with the fresh sets of eyes, looking around their competition and what that means to them.
There certainly are opportunities out in the market and it is about making the most out of those opportunities to win the business as well as win it at a good price.

To sum up, it all boils down to three major activities involved in winning the best deal:

1. Positioning yourself as the trusted provider
2. Pitching your ability, and
3. Presenting your products and services that is acceptable to the client

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