Times have changed post-internet. Buyers, whether businesses or individuals, have the advantage of researching what they desire a long time before the two of you interact. So, unlike those days when the buyer knew little and the seller was in control, today the seller must provide value in addition to the standard pitch.
In seeking business clients (B2B), you need to be the one looking for answers.
As you acquire these answers, you should be asking yourself how your business/service fits into their plan or could help expand it. What value will it have for them?
Despite your need for answers, when dealing with a potential business client, it is imperative for you to listen, to affirm what they are saying in your own words so they know you understand.
So, what does this have to do with publishing a book? Well, if you are an entrepreneur engaged in B2B sales, drawing clients to you increases exponentially with a book. Today people are looking for guidance, not sales pitches. They want to determine through the experiences of others who have succeeded if they are overlooking anything important. In other words, they are looking for a mentor/coach for guidance and feedback.
Your book can establish this role between you before you even meet or pave the way for a meeting. If the potential client is familiar with your book, a relationship has already begun. The awkward stage is behind you. Now you can move into developing the elements for a long-term business relationship.
Isn’t it amazing what a book can do? Heart Song Ghostwriting can help you with that.