Consultative Web Content
www.seowebeditor.com
Informational Articles * Business Blogs
SEO Content Marketing * Keyword Research
Connect. Compel. Convert.
Scott Yoder, Freelance Web Content Writer and Editor
I am a Northern Colorado based freelance business writer who helps organizations leverage online content to support the consultative sales process. Move beyond the online brochure: the information prospects are searching for can be linked to the benefits of your product or service.
There is a sales adage that expresses the mistake of pushing for a deal too early as being like when "you talk about marriage on the first date."
Experienced sales people also know the classic on discussing benefits before product features: people don't buy drills because they want a drill, they buy them because they need to make a holes.
Given this knowledge about the buying process, it's amazing how many business websites have content that ignores it. Instead, websites offer company and product-centric information and ask for a commitment before prospects understand what's in it for them.
Sales guru Jeffery Gitomer talks about how selling begins with asking, and suggests you come-up with 25 questions to help you gauge your prospect's key buying motives.
I believe website and blog content is now a critical part of this consultative selling technique. Using knowledge of your target persona and keywords and phrases used in search engines, I can develop content based on these types of discovery questions. Your website can build trust, confidence, and rapport so that when you move further into the sales process, a foundation for success already exists.
What are 25 questions where the answers create a link between a prospect's problem and the way you overcome it?
Those questions and answers are the basis for content I can create for you website.
I believe a business website and/or blog must support sales efforts, and this is best accomplished by developing consultative content that provides upfront value for readers.
Websites are the new business front, and are a far more powerful tool than a brochure or yellow pages add. Hire me to write content that connects with new prospects and begins the buying cycle by helping them understand why they should buy from you.
Best Regards,
Scott Yoder
There is a sales adage that expresses the mistake of pushing for a deal too early as being like when "you talk about marriage on the first date."
Experienced sales people also know the classic on discussing benefits before product features: people don't buy drills because they want a drill, they buy them because they need to make a holes.
Given this knowledge about the buying process, it's amazing how many business websites have content that ignores it. Instead, websites offer company and product-centric information and ask for a commitment before prospects understand what's in it for them.
Sales guru Jeffery Gitomer talks about how selling begins with asking, and suggests you come-up with 25 questions to help you gauge your prospect's key buying motives.
I believe website and blog content is now a critical part of this consultative selling technique. Using knowledge of your target persona and keywords and phrases used in search engines, I can develop content based on these types of discovery questions. Your website can build trust, confidence, and rapport so that when you move further into the sales process, a foundation for success already exists.
What are 25 questions where the answers create a link between a prospect's problem and the way you overcome it?
Those questions and answers are the basis for content I can create for you website.
I believe a business website and/or blog must support sales efforts, and this is best accomplished by developing consultative content that provides upfront value for readers.
Websites are the new business front, and are a far more powerful tool than a brochure or yellow pages add. Hire me to write content that connects with new prospects and begins the buying cycle by helping them understand why they should buy from you.
Best Regards,
Scott Yoder