Here’s the fourth and final breakdown from Nancy Bleeke’s book ‘Conversations That Sell’ book identifying a prospect’s POWNs – Problems, Opportunities, Wants & Needs.
Our own prospect and client survey asked for their own POWNs when commissioning an Influencer Program. Below are the most often-cited Needs. (The difference between Wants and Needs? – “I need a vehicle, I want a Ferrari.”)
- Need to save budget by reducing outreach wastage
- Need some scientific proof that company is reaching the right people
- Need to justify marketing spend to own company salesforce
- Need to show how marketing is contributing to sales leads
Having now given you the most frequent POWNs, I wonder how closely they mirror your own interest?