There is an order of principles that you need to abide by when showcasing your product or service and that is building a relationship first. Yes, we hear that building relationship with clients is important but, what does this really mean? What does this look like? There are laws that guide the natural order of life. Such as: you are an infant prior to being a child and a child prior to being an adult, a day constitutes morning prior to evening, seasons have their order winter prior to spring and so on… In the same way there are laws to selling. And for those who say they cannot sell, you are always selling even when there is no monetary gain.
Things you sell:
• You sell yourself to a college, a job, a potential date
• You sell your idea, your stance, your faith
• You sell your product
• You sell your service
and so on…
I think you get the idea – you are a sales person! I want to teach you how to succeed in sales each time. You need to start with the natural order of sales….RELATIONSHIP! Relationship always comes before a sale, no matter what you are selling. I learned from a good friend born in India that in their culture they never do business with someone unless they first have a relationship with the individual. They never do business with companies they do business with people. They need to know, trust and like you and later if they have determined you are someone they like they are your client or partner for life! This is universal; people really do “business with people they know, like and trust” (Mark Twain). I believe that the problem with this is….we want instant gratification and developing a relationship takes time!
The one thing my clients all agree on is it turns them off when someone tries to sell them their product or service, without relationship. Once the seller realizes there won’t be a sale they no longer have an interest in the individual and they move on to their next ‘potential client’. The other is the pushy sales person who insists you need their product or service. A person whose sole purpose is to sell loses interest in the individual when they assume there is no sale. They have no interest in developing relationship; they are on a wild goose chase for clients. I believe India has the right concept, it is up front and center they will NOT do business until they have an established relationship.
The foundation of your business depends on these four things:
1) Develop relationship – answer all of their questions (if you don’t have the answer be honest and get back to them when you do)
2) Develop trust – give them a test samples of your product or service
3) Develop educational opportunities – stay in contact through updates/information always educating
4) Develop repetition – stay consistent with information and repeat as often as necessary. Repetition is the educator’s best friend.
Learning the importance of the natural order of sales is essential for getting good sustainable results. Building and maintaining relationships with clients as well as potential clients is the framework of your business. Potential clients are your future clients and through good relationship they will promote you to their friends and family. Learn this lesson well and early and you will have client loyalty for life. What do you think? I’d love to hear your thoughts.
To your Success,
Leadership & Business Coach