Be the valued resource to grow business
On the opposite side of the sales table, I have been calling the people I view as valued resources to help with necessary projects. They were either those whose work I admire or service providers referred to me. Moving entails a lot of details and so many types of companies were called upon. Doing so saw excellent reminders of the better way to conduct business come across loud and clear.
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Those who are continually referred and those who move their career forward possess the same habits:
1. They are punctual, but if a need comes about, they call ahead of time to reschedule.
2. Much thought is put into each request and several ideas are offered. The advantages and disadvantages of each are explained and discussion is encouraged. Proceeding in this manner encourages the buy-in from the client.
3. Focus is provided on the most effective solution for the least amount of money. In other words, these highly referred individuals offer value-driven services. Once the information is validated and the requested sum is reasonable, it is very easy to move forward with each project.
The opposite style of conducting business was also encountered. Punctuality was the least of the worries. These individuals didn’t follow up when promised, only provided one solution which sounded “iffy”, and the pricing was sky high.
It’s not so much whether the price is high or low but whether the service makes good sense and will add value to what is in the works. This is absolutely critical when a high priced service is being offered.
To strengthen your business development, be of the mindset to focus on the needs of your clientele. Ask yourself, if I were in that person’s shoes, would I move forward with the project? If your answer is “yes”, chances are your clients will see the value. This is what will lead you to the initial sale. This process will distinguish your personal brand and serve to build relationships with your clientele.
When the excellence in service continues, the repeat business and referrals follow defining 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
