Are you finding it difficult to get your buyer’s attention?

It’s frustrating when you can’t get airtime with senior decision makers!

You know that you have the right solution, it will solve their issues, or save them time or money, but you are finding it increasingly difficult to get your message heard. You find that you are battling against tougher legislation, automated telephone systems, and a growing backlash against well-established sales and marketing practices, such as, cold calling, direct mail and email campaigns – nothing seems to be producing results – nobody is listening!

Yet, as the competition rises, so to do the noise levels, more companies are desperately clambering for the decision maker’s attention. The noise reaches a fevered pitch and this, to that all elusive buyer, turns into ‘white noise’; you know the sound the television used to make after the last programme finished.

Emails, letters, faxes, phone calls, text messages, documents, proposals, meetings, and masses of other information are coming at them from all directions. They simply switch off; they can’t hear you anymore!

Here are some things you need to consider that will help you to reach key decision makers:

• Have you already established some basic information from others before contacting you?
• Are you contacting them in their preferred manner, possibly by letter, or email?
• Can you speak their language?
• Do you know and understand some of the issues or challenges they are facing?
• Do you know how your product or service could best be suited to them?
• Can you explain the benefits to them clearly and succinctly?
• Are you delivering sales and marketing material with the right content and context?

If the answer to these questions is either no or not sure then you need to think again.

Before doing anything else take a few moments, stop, and step into your buyer’s shoes. They are typically busy people, managing others, multiple projects, high flyers, or in some cases frequent flyers, all too often they need to make quick decisions based on a small amount of information and a large amount of intuition and experience.

You need to find out ‘how’ people like to buy and match your sales and marketing approach to suit individual buyers. We say ‘people buy from people’ and yet how often do you then set about launching a mass mailing campaign or look for more quantity than quality from your telesales/telemarketing team rather than quality?

Less is more particularly if you have better quality prospects because you have shown that you understand their business and have clear benefits of how you can help them.

The personal touch could be the right touch you have been looking to win those new precious customers.