Today’s episode on Sales from the Street features Kati Whitledge. This is Kati’s second time on the podcast and once again, she’s dropping a bomb of tremendous information where she’s giving us key insights and things we can apply to our business to help us become more successful.
Being an entrepreneur, podcaster, speaker, and author, Kati is a real hustler, captaining her own ship so to speak. Listen in as she talks about a major challenge she faced in her business and how she handled this to maneuver her ship in the right direction.
Here are the highlights of my conversation with Kati:
Kati’s major challenge:
Selling the features and benefits (and thinking that alone is enough!)
What Kati did to fix this problem:
- Identify the customer’s pain point first.
Then you know exactly what to sell to. Dive deeper into those pain points to discover why it’s happening. You can’t provide a solution to a problem until you know what the problem is.
- Quantify the pain.
Find out what the pain does to the client everyday? What kind of time are they investing in it? How is it affecting their bottom line and culture of their organization? Quantifying pain is not on financials but also involves time and energy. Unless you’re able to quantify their pain, you won’t be able identify the value.
- Practice, practice, practice.
Find someone else who’s in sales in a non-competing environment who’s willing to get together with you for coffee and practice talking to each other about these things including some verbiage, getting to those pain points, and how you respond and quantify the pain points.
Results Kati had from correcting her course:
More in control of things for having a process
Building real, lasting relationships with clients
About Kati’s Meet Your Stylist:
- An online marketing tool for hair salon owners
- A client fills out a unique survey where they will be matched with the top three stylists at your salon that will be the best fit for them.
- A way to make sure your client retention improves (Quick fact: Only 3 out of 10 new clients that walk through the salon’s door is going back for a second time)
Visit Kati’s website www.katiwhitledge.com or connect with Kati Whitledge on Twitter, Instagram, Facebook, and LinkedIn.
Overcoming Fake Talk by John Stoker
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