Sure you have practiced your elevator pitch. You know you have 15 to 20 seconds to make your pitch count. You know that growing your business depends on you getting in front of a decision maker and pitching them so that you can close the deal. Wouldn’t it be important to get good at communicating with decision makers?
This could sound as if I am about to share one of my biggest CEO leadership secrets in order to help you close more deals or get that new contract. I am, by pointing out a huge misunderstanding most business owners overlook that is killing their profits. What is the secret?
Decision makers are everyday people. They are not genders, ages, or unique surveys of special individuals. They are everyday people from everywhere around the world.
If you want to get inside the mind of a decision maker, go ahead and look in the mirror. You may be disappointed by my answer or feel empowered. I’m not sure. Either way, you just received the keys to the kingdom.
Look in the mirror and ask yourself, what do you want from a company? How do you want to be treated? What is your biggest pain? What would make your life easier? How would you change an existing product and make it better?
Forbes listed 5 billionaires who did nothing more than reinvent the way something was done. Blue Apron Co-founder, Matt Salzberg, received a $2 billion valuation for reinventing dinner. Stripe Co-founder, Patrick Collison, a $5 billion valuation for reinventing mobile commerce. They are solving everyday issues for everyday decision makers.
More buying decisions are made by working people than by big CEO’s. Successful sales means understanding what decisions your customer is making. It is asking yourself how you can help them make the decision to do business with you.
Getting inside the mind of your decision maker is a powerful tool. It means you can grow your business, create more brand loyalty and make more money. It serves no one to stop here and proceed to give you tips to getting inside a decision maker’s head.
I wouldn’t insult you with simple tips because it is about you getting to know your consumer and about developing an authentic relationship by having a conversation with them. This takes a team of people, not just you by yourself.
We are no longer the, “Pitch you a product,” business society. Instead we are a, “Listen and create a product for you,” business society. Successful business leaders listen to the problems inside their “decision maker’s” life. They research, listen, ask questions and dig deep into the pain their “decision maker,” is experiencing.
Big CEO’s have think tanks of people that help them explore options. Be smart, and help yourself explore your options, understand your client and view product development with everyday simplicity.
Vickie Helm is a bestselling author, business and asset strategist, and the CEO of Smart Group Firm. She has improved the success of more than a thousand companies and the lives of thousands of individuals throughout her career. You can learn more about Vickie at https://thesmartlifeclub.com or https://vickiehelm.com.
