What are the top features to highlight when targeting a new market?

This is the most important step - if you miss it, you won't be able to grab your prospect's attention. Defining your ICP is of utmost importance, HOWEVER, knowing the person you're talking to is as, if not even more important. I like to research my prospects': - Interests (work-related or not but preferably hobbies) - Content they create (podcasts, videos, conferences etc) - Post they liked, commented, reposted or created on LinkedIn. If you can be relevant and ask a question about a topic they showed interest in, you're more likely to get a reply. "Saw your post about NLP, mind if I ask what algorithms you generally choose for your models?" has much more chance of getting you a reply than "very insightful post Marc!"

Unlock the power of effective communication by first understanding your audience! 🔍 Use surveys, interviews, online reviews, social media, competitor analysis, and industry reports to delve into your target market. 📊 The more you know, the better you can tailor your message to their needs and interests. 🤝 Craft detailed buyer personas, outlining demographics, behaviors, motivations, and pain points of your ideal customers. 🎯 Knowledge is your key to resonating with your audience! 💡

It depends on the market, the product and the positioning. Understanding your market is key - so surveys, customer studies, Linkedin... all of these are good places to start. BUT the pitch ALWAYS needs to be bespoke.

Generally speaking, when doing B2B I like to pitch benefits before features. If you say: "John, our newest tool is powered by cutting edge algorithms that can process 1 peta byte of data by second." Your prospect might reply: "so what?" If they're nice, maybe something like "that's impressive, but how does it solve my issue?" Which is why you want to focus on what your product can do for your prospect, not what it can do on its own. It could sound something like: "John, our solution helps you reduce your customer churn by 18% by telling you what your customers will want to buy next" And since John knows this is one very real challenge, he is more likely to listen further.

When diving into a new market, it's like introducing yourself at a party – you want to showcase your best features! Prioritize benefits like solving a specific problem for your audience, tailoring your product/service to their unique needs, and delivering an unparalleled customer experience. It's not just about making an entrance; it's about leaving a lasting impression that resonates with your new audience!

The value proposition is what separates a new or inexperienced sales professional with a successful one. An efficient value proposition showcases the WHY of your product/service, pricing not included; ideally it should touch on the major pain points in your industry or if you are forming relationships the pain points in THEIR business. If you don't have a value proposition that sets yourself apart and instead rely on price alone, you will get some sales but are leaving a lot of business and professional relationships on the table.

Your value proposition has no value (ha!) without a problem. But in order to uncover a problem, you first need to pique your prospect's interest. That could sounds something like: "Hey John, debt collection agents who use predictive analysis typically report a 20% success floor rate in debt recovery, is that your case?" Then relax and expect nothing. Your prospect might reply something like: "No, it's way below that" or "Actually it's around that but we don't use predictive analysis, do you think it could help us increase our rate? In other words, your value proposition is directly related to your prospect's role and interests. Always keep in mind how you can make your prospect's life easier, not harder.

Here are 2 versions of the same experience and outcome: 1: "We used our GenAI tool to help our client's agents give more accurate answers and translate them more naturally, resulting in CSAT improvement" 2. "Our client was complaining CSAT was miserable with non-English speaking customers. After investigating a bit, it was clear that their translation engine was lacking. We then implemented our AI-powered translation engine and CSAT increased by 12%. Not only that, customers were also reporting much more human interactions, which led to 8% gain in NPS" Can you spot the difference? Telling a story makes your prospect more likely to pay attention and stick around longer. Be a friend to your prospects, tell them stories, not boring facts,

Para atacar novos mercados, testes iniciais A/B podem não ser suficientes e estimulam padronização de mensagens. A/B/C/D pode funcionar melhor, mas não deixe perder a personalização. Ninguém gosta de ser só mais um contato em uma sequência automatizada. O objetivo é mostrar ao seu lead que você o conhece e entende dos desafios que ele está passando no momento. Eu costumo pedir feedbacks até mesmo para os leads que recusam a minha oferta. Além de ajudar a otimizar as mensagens futuras, contribui pra entender mais a fundo a melhor forma de reconectar com esse cliente em potencial no futuro. Pesquisar como cliente oculto as estratégias dos competidores para atacar o seu novo segmento vai acelerar os seus resultados!