How To Be a Buyer Painkiller with Guillaume Moubeche #279

Today’s guest is Guillaume Moubeche, and oh by the way thank you for listening to the Sales babble podcast, builder of the lemlist email outreach tool. Lemlist is based on dynamic personalization (text, images, videos, landing pages). It helps businesses get more replies to cold emails, and makes their sales process more contextual and human. In this episode Guillaume and I babble about the selling process and how it intersects with marketing. We chat about the power of having an Ideal Client profile and ways it can be used to automate the discovery of qualified leads. If you do it right, you can become a buyer painkiller that turns prospects into customers.

Marketing and Sales Intersection

Marketing is OK, but it’s sales that pays the bills. Quite a statement from our guest! He believes the world is getting more digital but it’s important to keep in mind that people buy from people not companies. From sales, you can learn about your customers, then use that knowledge to build marketing campaigns. Your value will then become a buyer painkiller. Let’s first identify the ideal client.

Ideal Customer Profile

It’s essential to build an Ideal Customer Profile. First start by talking to people and better understand their pains, needs, and what holds them back. Next use their answers to design your marketing campaign. In our babble, Guillaume shared his five step process:

Educate Customers – they have a rough idea on what they want, but not how to reach their goals. Educate them with examples and how they can achieve their goals, step by step.
Listen – the more you listen, the better you understand. Repeat back the question to prove you were listening. This builds trust.
Feel their Pain – if you emphasize the pain, they are more open to accepting your solution. You become a “buyer painkiller”! Don’t forget to address desire. Find the balance of selling desire and pain.
Connecting on the Personal Level – Social selling on LinkedIn works really great, Facebook too. Understand the buying process and how it’s built on trust. Social selling creates friends. People buy from friends.
Value Beyond Product – stay away from being feature oriented. Instead focus on desire and the value it will bring to the customer. Focus on the Return on Investment (ROI).

How To Find Guillaume Moubeche

Lemlist is a new startup in Paris. They state:

“Never rewrite the same email ever again. With lemlist you can automate and personalize your emails in just a few clicks.”

To thank our Sales Babble listeners, you can extend the trial by reaching out and mention “Sales Babble“. at lemlist.com

Sales and Marketing Alignment

Listen to past episodes on sales and marketing alignment!