If the Buyer wanted to hear from you, liked your emails, loved your meetings, would you have any problems selling? How about even having the Buyer call you, email you, ask to meet with you? Get Buyers Chasing You works because Expert Sellers are selling how the Buyer wants to buy, not trying to push them through their sales process. So Buyers see their value and pull them through their buying journey. It enables Expert Sellers to sell more, a lot more. To quit doing what doesn't work, assume a position of value to their Buyers, and pick up proper professional pride in their performance and profession.

The Buyer is already chasing expertise. Decision-makers are hired, retained, paid and rewarded for their ability to find solutions to big, complex, problems for their companies. Not just any expertise. But expertise in the best solution to the problem. The Clearly Superior Alternative amongst several alternatives. Identifying before buying. Proving before purchasing. The key to their success is in acquiring expertise and curating that expertise for their specific problem. Expertise is what they need. Expertise is what they value. Expertise is what they are always chasing. The Expert Seller who delivers Curated Expertise to the Buyer, in an experience the Buyer wants to have, becomes an instant source of value worth chasing.

Buyers are always doing one of two things. The first is chasing expertise to learn which solution is the best solution to their problems. The second is defending their ability to chase expertise to solve their problems by protecting their time from being wasted by distractions. When Buyers recognize the Expert Seller as a Clearly Superior Alternative Candidate, they start pursuing them. They chase them, like they do anything of value, until they know them as the Clearly Superior Alternative, or until the Buyer sees them as an Apparently Inferior Option and dismiss them from further consideration. Either way, once they recognize high value expertise, the chase is on.

The Buyer's constant question: Is the value of what I am receiving worth the cost I spend to consider it? They can't chase everything. A huge part of success is in the Buyer's ability to chase the right expertise. And ruthlessly block everything else. When the Buyer gives their consideration to a solution, they give it in small allotments of time. Incremental Consideration is the contemplation given by the Buyer to any offer of information. 30 seconds to read an email. 30 minutes for a meeting. 30 hours for a full Buying Experience. Nothing can be sold without consideration. And consideration is a cost the Buyer has to be willing to pay. Incremental Value is the benefit received by the Buyer in return for their Incremental Consideration. What can they do now that they couldn't before? Whether they continue to give consideration is dependent upon the value they got. Probable Incremental Value is the level to which the Buyer believes the benefits to be received from further Incremental Consideration are worth the costs to give it. Probable Incremental Value is equal to the Incremental Value divided by the cost of the Incremental Consideration. Pass this test, you get consideration. Fail it, you don’t.

The only way to Get Buyers Chasing You is to pass the Probable Incremental Value test. The first time. The second time. Every time. Expert Sellers must justify the Incremental Value of every request for Incremental Consideration. Not just once. Not just upfront. But at every point in the Buying Experience. Overdeliver. Increase the Incremental Value of what you have to offer. Curating expertise for this particular Buyer at this point in time. Decrease the cost of Incremental Consideration. Reduce the amount of time and effort the Buyer must pay to consume the offer of Incremental Value. VirtualSellingX™ combines them both. VirtualSellingX™ enables the Expert Seller to deliver the expertise the Buyer needs in an experience the Buyer wants. We call it the Expert Buying Experience™. That is how to Get Buyers Chasing You.