The Smallest Sale is Sometimes Bigger Than You Realize

There are times when we anticipate a large sale because the fit for what we deliver and the client’s needs are a perfect match.  But for some unknown reason the choice made is to begin with the least expensive service you have to offer.

There are two possible roads on which to travel at this juncture.  You may say, thank you, deliver the service, and never look back.  Or, you may still treat the client as if you received the biggest order of a lifetime.  Most business people opt for the first.  They accept the money, deliver, the service, and are never seen or heard from again.  This is where taking “the path less travelled” comes into play and truly distinguishes your personal brand from most everyone else.

Delivering excellence in service when the sale is miniscule becomes your grand opportunity to show off who you are both personally and professionally.  The reason you would take the time to deliver excellence (within reason of course) is that more business will be forthcoming.  Most often the upfront small sale is a test to see if hiring party wishes to continue working wtih you.  So as a wanna-be-employee who is offered a small contract job first, take the opportunity to determine if it’s a fit.  Upon recognizing you are effective at what you do and easy to work with, you will be hired or engaged for further work.

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As you develop into this next phase of becoming the preferred provider, ask for a testimonial and referrals.  They will gladly be delivered and you will be headed for the Smooth Sale!

Read Addtional Strategies and Techniques:

Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks

HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press