3 Ways to Speak to Clients’ Core Needs, Pt 1

Sep 18, 2019 · 2 min read
Image for post
Image for post

If you’re in business, you are hopefully selling a product or service that meets a need for someone. After all, that’s basically what business is. Most people market their product or service to people’s surface-needs. That’s not necessarily a bad thing. However, the big problem with this strategy is that, for most businesses, there are multiple other businesses out there offering a similar product or service to meet a similar need. So how do you stand out above your competition?

The answer is to speak to your clients’ core needs, not just the surface ones. There are three main motivations that people have, and every single person defaults to one of those three. Spending your time speaking to that core motivation will help you be more successful in selling your product or service, and will help you better meet your clients’ needs.

This week, let’s look at the first of those 3 motivations:

Practicality: Is this right?

For many people, the primary core need is to be practical, or you could say to be right. If they’re buying a home, they want a place that is in the right budget, the right school zone, and not a ridiculous ways away from work. This doesn’t mean that they have no other desires for their home; it just means those are the ones that they care about most.

What if we learned to speak our clients’ core motivation of practicality? If you sense that a client’s biggest concern is practicality or rightness, you can guide them to the option that best fits their deepest desires and needs.

Next week, we’ll look at the second core motivation. Of course, the next week will bring the third and final motivation. And finally, we’ll close out the series with how you can discern a person’s motivation through conversation.

As always, we’d love to hear your thoughts. Feel free to comment below, reach out on social media, or send an email to hello@evrgrnteams.com. If there’s a way we can serve your team, let us know. We’d love to see your team thrive in every season.

More info at www.evrgrnteams.com


Helping Your Team Thrive In Every Season

Medium is an open platform where 170 million readers come to find insightful and dynamic thinking. Here, expert and undiscovered voices alike dive into the heart of any topic and bring new ideas to the surface. Learn more

Follow the writers, publications, and topics that matter to you, and you’ll see them on your homepage and in your inbox. Explore

If you have a story to tell, knowledge to share, or a perspective to offer — welcome home. It’s easy and free to post your thinking on any topic. Write on Medium

Get the Medium app

A button that says 'Download on the App Store', and if clicked it will lead you to the iOS App store
A button that says 'Get it on, Google Play', and if clicked it will lead you to the Google Play store