BSP 057: Capture Clients and Close Deals by Steve Napolitan

Steve Napolitan, author of Capture Clients and Close Deals: A
Simple Way to Gain Clients without Convincing or Chasing, talks
about the process of making a human connection with clients, rather
than just trying to make a sale or push them into a product or
service they may or may not want. He argues that the sales process
is very simple — find your perfect client, ask them what they want
and then give it to them. Steve is someone with a background in
film, not in marketing, but learned the ropes quickly when he
realized he could make a human connection with potential clients by
asking the right questions, rather than just pitch them and sell
them something. He says that executives are looking for solutions
to their problems, but if what you’re doing is pitching them, they
may or may not buy what you’re selling them. However, if you build
a relationship and reach out to them at a deeper level, they’ll
eventually trust you to solve their problem. Learn more about your
ad choices. Visit megaphone.fm/adchoices