Dec 21, 2023
In less than 20 minutes a week, we'll introduce you to
an expert or business owner with deep experience in what they do.
Grow you, grow your team, grow a small business.
Welcome to the "Grow a Small Business" podcast with your host,
Michael Denehey. In this episode, Michael interviews Sheena Burce from
Sapphire Digital
based in Sydney, Australia.
In this Qff episode of "Grow a Small Business," we delve into
effective prospecting and relationship-building strategies with
Sheena Burce, Director of Sapphire Digital. With her extensive
experience in assisting tech founders to scale and implement
successful go-to-market strategies, Sheena shares invaluable
insights for small business owners. Discover the importance of
relationship-centric approaches, problem-solving focus, and
platform targeting to maximise outreach success.
Key Takeaways for Small Business Owners:
Importance of Relationships: Sheena emphasises
that relationships matter in business interactions. Every
connection, even if it doesn't immediately lead to a desired
outcome, is valuable. Maintain relationships as they often have
long-term benefits.
Focus on Problem Solving: Instead of just highlighting product features, focus on solving problems for your customers. Identify the three key problems your business solves and centre your messaging around these solutions.
Meaningful Outreach: When reaching
out to potential clients, avoid immediate sales pitches. Instead,
offer value first. Provide something useful or insightful without
expecting anything in return. This approach cultivates trust and
fosters better relationships.
Our hero crafts outstanding reviews following the experience of
listening to our special guests. Are you the one we've been waiting
for?
Value of In-person Networking: While online connections are valuable, meeting in person holds greater value. If possible, attend networking events or engage in face-to-face interactions to solidify relationships.
Understanding Target Audience Platforms: Know where your target audience spends time online. Don't spread yourself too thin across all social media platforms; focus on the ones most relevant to your audience. For instance, for a residential service like an electrician, platforms like Facebook or Instagram might be more effective than LinkedIn.
Decision-Making in Sales: Identify
the actual decision-makers within your target organisations.
Sometimes, the end user is not the decision-maker. Understanding
this hierarchy helps tailor your sales approach effectively.
One action small business owners can take:
One actionable step for small business owners is to
shift focus from product features to identifying and solving core
problems for their customers. By understanding and addressing these
key issues, businesses can tailor their messaging and solutions
more effectively, resonating better with their target audience's
needs.
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Enjoyed the podcast? Please leave a review on iTunes or your preferred platform. Your feedback helps more small business owners discover our podcast and embark on their business growth journey. 👇
Quotable quotes from our special Grow A Small
Business podcast guest:
Continuous adaptation is key in an ever-evolving business landscape – Sheena Burce
Relationships matter - they're the cornerstone of a successful business – Sheena Burce
Understanding your audience platforms ensures targeted engagement – Sheena Burce