Do my prospects need my help?
This question has been asked too frequently in B2B sales and marketing. Instead of tiring yourself out in asking the same question, you might want to try a new approach in doing so. We suggest you should be a little skeptic and ask this question “I can surely help them, I know that but I have to know if they’d be successful with my product or service.” If they won’t grow with your product, then certainly they don’t need your help.
To back this up. You need to evaluate and research their goals if they require themselves from changing their status quo. It is simple, if the company is happy with their status, they probably don’t need your help so otherwise you don’t have to sell anything to them. Another is that when a business person’s goal is simply do what they did last year, he probably just going to trash your offer for time-saving, money-saving, and profit-making device. For this, you have to realize that every company sets priorities.
Chances are very weak that your offer will perfectly line up with their needs.
Is this is the case, stop pushing so hard with your offer. They will decline it anyway.
But then again you should not give up right away, and surely not forever. You have to say that they need what you have, they can buy it from someone, so might as well but it from me.
To set your path, there are actually eight questions you have to check to map out their situation. These are:
What are their personal and business goals?
What are their current plans for achieving these goals and how confident they are that the plans will help them achieve the goal? What other plans are they considering?
What are the previous, current, and anticipated challenges that might get in the way?
What is their timeline for achieving their goals, implementing their plans, and overcoming any challenges?
What is the budget dedicated to achieving their goals? What is the budget that can be reallocated from other expenses if needed? What is the anticipated upside of achieving the goals that we may be able to invest now?
Who are the influencers in the decision making process? Who gets affected by change?
What are the negative consequences of inaction? What happens if they are unable to achieve their goals or execute their plan? What happens if they simply miss the timeline?
What are the positive implications if a goal is achieved within the timeline and budget?
After you check all above questions, then it is time to figure out whether they will want it.