Loading...

Expertise

$4.17/min

Connecting the Dots: Your Company to Customers

New Arrival

Created 12 years ago in Technology / Mobile

You become such passionate and expert about your own business that it can be a challenge to effectively engage potential customers. New or established, big or small, the problem can be universal.

After you have all your operations and go-to-market figured out then stop and realize that your customer doesn't care about your products. They care about their own business.

Now, seek to understand the buyer's perspective and re-frame your communications to speak the customer's language and demonstrate that you understand their business. Only then can you link your offerings to what they care about and get paid to do.

Jim Heffernan

Greater St. Louis Area
Send Message

My career has always focused on getting new companies and product lines off the ground. I joined a hot tech start up at age 25 and bought a small (25 people) business at age 30 and then launched a new business inside a Fortune 500 company at age 45. Regardless of the situation, I was so passionate about what I offered that it was hard to understand why others weren't just as excited and jumping on board. I learned to shift my focus to the customer's business and then align my offering to help them achieve success. What am I passionate about today? I help entrepreneurs and companies who MUST effectively engage decision makers. Getting the appointment, structuring the conversation, and getting asked back. Plain and simple...getting comfortable engaging others.

—