Solution selling is a great technique to pitch more successfully. It’s a way to personalize your approach, and even if your first proposal is rejected, it leaves the conversation open for further sales attempts.
That’s why you should always propose display ads as a solution to a problem rather than simply a product to be bought. If the client says “no,” they are only rejecting one of many possible solutions you can offer. You still have somewhere to go.
To pave the way for solution selling you need to have a conversation. If you’re pitching a small business owner, for instance, ask questions like, “How do you currently create awareness for you business online?” [Read more…]