Are you monitoring wasted time and money?
Salespeople are advised that clients purchase when, in addition to the trust factor, they realize they are able to save time and money. An added element for building trust is to become a business consultant versus pushing to sell something.
Leading by asking questions is vital for you to gain insight and for the client to gain trust in you. An added benefit to performing in this manner is that you invite an open dialogue whereby both parties learn from one another. At the same time, it is important to lead by example and to offer a helping hand wherever you are able.
In-between client calls, keep an eye on your own business practices to remain efficient, time and money-wise. Backup systems in many forms are essential. As your business grows, consider encouraging your employees to learn the important tasks of their co-workers. The job becomes collaborative plus it gives everyone the feeling of teamwork making for a more positive environment.
Likewise, computer and phone systems invariably go down and usually at the time an important contract is coming due. It’s frustrating and highly stressful. Virus protection, firewalls, cloud backup services, and mobile technology have all become essential and cost-effective. Should you be concerned about the investment cost, take a moment to re-think the cost of not having these services in place. Statistically, it is said that of those companies without backup systems in place, 50% go out of business the first two years and 90% go out of business within seven years.
Do you have a database management system? Is it the type you take care of yourself and promise that you will back it up weekly but never do? Should this be a tough commitment then consider outside services that backup the records for you and store your information “in the cloud”.
Whether or not you sell these types of services doesn’t matter. But, they may be of serious consideration to your clients. As you get to know one another well, it would be beneficial to have the conversation to see how they are handling matters themselves. You just might get a different viewpoint and learn something new for yourself. The more business talking points and insightful discussions you have with your clients, the higher your credibility will rise.
You may also wish to discuss with your client how they first envisioned and then implemented their original idea for business. They will be happy to talk about it as they are put into the limelight, and once again you may learn something new.
While speaking on these types of issues may seem scary at first, it becomes easier with practice. Just as an athlete, practice perfects your game. The talking points flow easily and your clients will welcome your presence in their office. You will have developed a notable personal brand along with a very loyal clientele. You will have happily arrived at the Smooth Sale!
Author:
Elinor Stutz, CEO of Smooth Sale, (800) 704-1499; authored “INSPIRED Business A New View for Building Business and Communities”; “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, and “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews“. Elinor was designated as a “Top 25 Sales Influencer for 2012.”
