Anyone who does business development activities needs to be prepared for a prospect asking them this question.
I’m not trying to point out the obvious but seriously if you are asked this question do not launch into a list of your services as if you are reading from a brochure or your website – they asked what you can do for them, not what you do!
I have lost track how many clients do this when we first ask them the question from a customer’s perspective.
It’s really important to find out a bit more about the prospect so you could answer with a question and get your prospect to talk about themselves “…tell me a little about where you are at right now with your marketing…”- what they are trying to do, the challenges they face etc. As they are talking you can be matching your services to their needs as you listen and then provide a more tailored reply. Not only will this show you actively listened – for example, “…it’s interesting that you mention ‘X’ because we have worked in this area alot with various clients who found it really worthwhile…”.
If you would like to discuss this in more depth and really get to grips with what you are offering to your prospects, just let me know.
