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1157 Take the Time to Truly Know Your Prospect with Chaz Horn

Published: April 7, 2022, 5 p.m.

In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks to B2B consultant and strategist, Chaz Horn.

Chaz and his company help B2B consultants identify, attract, and convert qualified prospects. B2B companies tend to be great at delivering their offering, but they don\\u2019t have a predictable way to get referrals. Chaz\\u2019s business provides a predictable way to get new qualified prospects on an organic attraction and referral basis.

Tactics before strategy is the path of failure and strategy before tactics is a much slower path to success. Chaz explains that you have to have an effective balance of both of these key factors. You have to position yourself with leverage to convert the maximum number of prospects. Know your customers\\u2019 desires and position yourself where you have leverage.

Chaz shares that when you leverage yourself based on yourself and not your clients, you won\\u2019t see the results you\\u2019re aiming for. Everything you do needs to be because of what your prospects told you. Leverage yourself based on the needs explicitly laid out by your audience and market. Focus your messaging and efforts on the top few problems in your audience base.

Content should be carefully and strategically crafted to reach your audience on an emotional level \\u2013 this is the best way to drive traffic to your profile on LinkedIn and to your website. You catch someone\\u2019s interest with content, but if you don\\u2019t speak to their wants and needs and put yourself in a position to welcome the perfect prospect, you won\\u2019t see the maximum level of conversions.

Your marketing and your sales teams should also always be on the same page, too, which is a major issue Chaz sees. Providing an outstanding customer experience means having a streamlined and holistic corporate team approach.

Chaz and Josh explore some of the biggest issues with B2B targeting today. Chaz shares that too many companies aren\\u2019t coming from a place of service; if you\\u2019re just spamming lead lists with messages, you\\u2019re not only not adequately targeting, but you\\u2019re damaging the efficacy of your message. If your positioning isn\\u2019t on point and isn\\u2019t leveraged from the client\\u2019s perspective, you simply don\\u2019t have leverage. Your messaging should not revolve around you or what you think \\u2013 you can only reach these prospects by making things about them, their issues, and by connecting with them on an authentic emotional level. Take the time to truly know your prospects and use that in your marketing.

Want to learn more? Check out Chaz Horn\\u2019s website at https://b2bclientsnow.com/.

Check out Chaz\\u2019s company, Mastery of B2b Sales,LLC on LinkedIn at https://www.linkedin.com/company/masteryofb2bsales/.

Check out Chaz Horn on LinkedIn at https://www.linkedin.com/in/chaz-horn/.

Contact Chaz at chazhorn@chazhorn.com.

Don\\u2019t forget to subscribe to The Thoughtful Entrepreneur and thank you for listening. Tune in next time!