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Help your customer develop your product - coaching sales
Many entrepreneurs or start-up businesses seek the services of a business coach because they recognize that they must first invest in their own development before they can offer a quality service or product. The coaching process helps them connect ideas and discover the value of what they offer, as well as gain confidence that they are providing something needed. If people reject your products or services, it is not personal, they are simply not connecting with what is being offered. This process transforms clients' perceptions of their skills and capabilities.
They may seek a business coach when they are trying to enter a new market, when they are unclear about where they want to go or how to reach their goals. Questions such as: Why didn't I think of this before? Why didn't I consider this? How can I achieve this? are common in this process. Coaching offers a high return on investment, as it allows clients to save time by being clear from the outset about their direction and avoid spending money on misguided actions.
One of the roles of the business coach is to facilitate the client's clarity on the mission of their business and help them define their vision. How do they see themselves in five years? And how can they achieve it without sacrificing their life or personal goals? Often, clients believe they want to achieve a goal, but upon reflection, they realize it is someone else's goal or what they are supposed to do to be successful.
Any successful business has a purpose, whether it is to fill a need or solve a problem. For a customer to understand your business, you must not only know about it, but also identify and explain the problem you are going to solve and who you are going to solve it for, i.e., your ideal customer.
It is essential to help them find the unique solutions they can offer and describe them in short but impactful phrases that make them stand out in their industry. They should ask themselves which problems they are good at solving and which ones they like to address.
An entrepreneur is someone with initiative and willing to take risks. Many have wanted to own their own business, but sometimes they don't know exactly what to do. They don't have a clear idea of the quality of what they offer. Therefore, it is essential to dedicate time and space to focus on the service or product and determine precisely the market they want to address, as well as their problems and needs.
Once the client connects what they offer with what their ideal customer needs, they have a clear vision of what can make them unique and separate them from the competition. Only with these aspects defined can a business be described and planned. In order not to improvise or act based on assumptions, this research must be done. The client must take action to find these answers.
It is important that they are enthusiastic about your product or service, and not just focused on profits. When the main goal is money, it is easier to lose direction and get discouraged if things don't go as expected. Passion is what can drive you and help you overcome obstacles.
There are two types of market you can access: the one aimed at the end consumer [B2C] and the one aimed at other businesses [B2B]. The former is immense, as virtually anyone can be a customer, which makes segmentation essential. The second is more specific, so finding a niche is easier.
If the client targets a particular type of company within a sector [technologies, services, communication] and develops a specific solution for that area, everything becomes clearer. Designing a product and service for the individual customer can be more complicated, as you must find a way to connect with them, and this is only achieved with strict segmentation. It's not just a matter of saying that the service is aimed, for example, at businessmen aged 25 to 35, you have to go into detail.
A single product or service can hardly satisfy an entire market. Whether it is for the individual market or for other businesses, you have to be very specific in order to connect with the ideal market you have chosen. Consider the characteristics of the product and its life cycle, the buying and selling process, marketing strategies, price and costs, among other aspects.
The individual market is guided more by the emotional, by the bond they develop with the product, service or brand, and they tend to make impulse purchases. Customers buy based on both objective evaluations, such as need, quality and comfort, and subjective evaluations, such as status. The duration of the relationship tends to be shorter, so a lot of work is done to build customer loyalty.
The B2B market is more rational and demands to know every detail: this is what it is about, this is how it is done, this is how it is used and this is the benefit. They are interested in the numbers. In order not to go in blind, researching the mission of the business you are targeting is critical.
B2B requires more specialization and ongoing assistance. Generally, it is a longer-term relationship. They are most interested in minimizing costs and increasing profits and productivity. When it comes to creating an effective outreach marketing plan, the approach will be completely different depending on the type of market. There will be two different plans.
It is also important to make these actions based on feedback: How does it work? What do your ideal customers think? You may need to change something in the process.
