Are you wondering if it is worth the time to build relationships first and then sell?
Most sales and business people are so intent on achieving their own goals, they lose sight of what it’s really all about. The most important factor is their prospect. If you don’t care about your clientele, why would your clientele care about you let alone give you money?
It is true taking the time to build relationships takes up more time than going for the jugular. However the rewards are far greater and that is where the worthiness of this strategy comes into play. When you build the foundation first by lending a helping hand without question or behaving as a consultant to help solve problems, you build trust and credibility. Meanwhile your prospects become attracted to your leadership qualities and communication style.
Ultimately when you finalize the sale, your clients will be thrilled with your help and relay their experience of working with you to everyone they know. This helps you to automatically receive requests for further services, testimonials and referrals.
Two examples of referrals I received in which I take pride are:
1. An international marketing arm for a computer & hardware manufacturer will be reprinting my articles on their website
2. The Learning Annex will host the MoneyFest Conference, November 7 at Moscone Convention Center in San Francisco. The program features Suzy Orman as keynote speaker, and I was asked to provide a separate breakout session. Thousands are expected to attend!
Click: MoneyFest / Press Speaker Tab / Scroll down to find Elinor Stutz & click link
When you have consistency in your marketing message of always willing to help, referrals will come your way. The long-term result is incredible opportunity. Yes it is well-worth the time to build relationships so that future business becomes a Smooth Sale!
