Since it’s the season of ‘giving’ right now, I figure a recent RISMedia article I came across, is fitting for those of you who are concerned about how best to sell or position yourself in today’s marketplace.
Many of us who are new to the sales game often struggle with how best to approach clients, sell our services and get our ‘collective feet’ in the door. And sometimes even the most veteran leaders can (and often will) look for new, innovative, ways of finding an un-common solution to a common problem.
And this article touches on doing just that. Instead of strictly focusing on the goal of feeling like you need to, quote, “manipulate the client into buying something,” effective entrepreneurs should “approach clients with an attitude of giving – not taking.”
To some, this is an obvious point. But if you really start thinking about it, it makes a lot of sense. So often we’re driven by the end result of closure, the big pay-out, or we’re going to come on too strong and scare away our potential leads and clients by trying to merely make the sale.
I like the questions posed at the end of the article as well. Again, for some this might be “Marketing 101,” I get that, but I know for a fact there are a lot of you out there who will perform significantly better, close more deals and experience a lot more success by thinking about and answering those questions.
It’s amazing how often the sales business is reciprocal, in that if you give a great deal of yourself, chances are you’ll get just as much, if not more, in return. There’s a saying that goes, “to whom much is given, much is required.” And I think that also works both ways. When you give a lot of yourself, I suspect you’ll find that your clients will feel required to give back to you – the salesperson.
Don’t strictly sell your clients or customers. Provide them with a service they need. And feel good about doing it.
Thoughts? Send me your comments
