The article was written in collaboration with Rigo Marketing.
There is no doubt that part of the great upheaval brought about by the events on October 7 is the upheaval experienced by Israeli businesses. The market stopped for an extended period, and today after a considerable time, we see that businesses are starting to slowly pick up the pieces and return to activity. And exactly at this point business people ask themselves what should be done?
How to recruit new customers and how do you even start a conversation with a customer? The business consultant Nir Duvdevani recommends, a second before you contact the client, to ask yourself a few questions, you may find that it is necessary to change your approach pattern.
Attitude patterns: transition from the old world to the new.
It is clear to all of us, as business people, that each customer has a certain attitude pattern that drives his choices and often limits him and even stops him from reaching the point where he sees his business. But have you ever thought about your attitude patterns? And do they limit you at the moment of sale?
Business consultant Nir Duvdevani explains that as a start we need to change our way of thinking about customers and move forward into the new world. If the old world talked about more product at a lower price, the new world does not talk about a product at all but about a result. So first of all, the attitude pattern according to which the price is the customer's problem in the sale must be changed - one must think about how much time I can save the customer in reaching the result he is looking for using the amount I charge him, so that the amount of product the customer receives is no longer relevant.
"This is exactly the difference between a psychologist and a coach" says Duvdevani. In the old world, a person goes to a psychologist over the course of ten years and pays a considerable amount once a week to treat his problem, to change his behavior or thinking pattern. Although he deals with the problem, he may waste valuable time for himself in reaching a solution, in changing the pattern - people in such a situation buy time and not a result. In the new world, and in some cases, to think about coach services. A coach will be able to change the unwanted behavior pattern in a few months - giving us as much information as possible in as little time as possible.
So, if we don't change our approach patterns before we approach the client, if we don't adapt ourselves to the new world - we go from "psychologist to coach" - we won't be able to take our business forward. Nir Duvdevani says that the difficult situation we are going through in Israel can teach business owners one thing - it is important to be strong and it is important to maintain mental strength. If you chose to be business people and not employees, you need to start the conversation script first with yourself.
Self-conversation script: 5 questions every business owner should ask himself:
So as we said, every business owner should first and foremost prepare a conversation script for himself and ask himself questions. Here are 5 questions that business consultant Nir Duvdevani recommends you ask yourself:
What am I selling to the other side? Many people skip this question and do not really understand what they are selling to the customer. First of all define your product in the best way.
- What do I give to the other side? Calculate what you are giving the customer, and the answer is not necessarily something material. Dwell on the question and answer yourself in two words.
- Do you fill him with a certain emotion? Do you give him confidence, peace or independence? Nir Duvdevani recommends writing your answers on a page and not answering yourself orally, writing helps a lot to see things and refine your answers.
- As a result of what I give to the client, what will happen to him in life? After the customer has received your service or product and after he has received added value from it - calculate what will happen to him in life, how you will influence him. Maybe his sense of self-worth will change? Maybe his satisfaction will lead him to success?
- How much do I believe in myself and my product out of 10-1? You will find the answer to this question in a statistic that every business should have - how successful your customers are. The percentage of customers who succeed is the number that represents your belief in yourself. For this reason, Nir Duvdevani says that sending surveys and seats to the customer is very important for the business and its development.
- Considering my answers - is my pricing appropriate? It is important to ask ourselves, does the percentage of my successful customers match the price? Do you have to raise prices or lower them to be successful?
The most correct conversation script is a conversation script that we make in front of ourselves. Nir Duvdevani emphasizes - assess your true worth, your value to the client and understand what you are really giving to the other side - this is the only way you can refine yourself and develop.
In conclusion:
The moment of sale can be stressful for all of us, especially after the events on October 7. A good and correct sale is when we manage to change a customer's attitude pattern, and a conversation script is actually our way of approaching the customer's mind and success in changing his pattern. But just before you turn to recruiting customers, check themselves. Build yourself a conversation script and ask yourself Nir Duvdevani's five questions, be precise and set out on a good and successful business path.