Who Comes first – the Client or You?
When we are motivated to get the interview or convert our prospect in our newest client, we are “in the zone” with intent and our mindset on the end result. However, it’s important to be aware of others whose circumstances might put our goals on hold for a bit. This is frequently the deciding factor between getting the job or the sale and not.
Just this morning, I had two such incidents occur. One call pertained to a speaking opportunity and the other to a potential sale. “Jill” shared a family member took a bad turn for the worse and may not make it, while “Anne” was under deadlines that sounded insurmountable with staff being out ill.
Without hesitation, I told Jill there was no hurry on my end and to do what she needed. Whenever she is ready to speak, I will be too. Given Anne said this week was out of the question to meet, I asked about next week to which she agreed on a date. Both women expressed appreciation for my not pressuring them to move forward more rapidly as I have seen many people do. Their appreciation will translate to a more serious consideration of what I have to share when we do finally meet.
Waiting on the other person’s terms is part of a negotiation as well as a technique for building relationships. Your communication style is your marketing and pre-sales for business development. Being focused on the client or hiring manager’s needs will help put you in the leadership position. And paying attention to excellent customer service will work strongly in your favor.
While it appears the client comes first, it is you who gains what you are seeking in the end – including repeat business, referrals and testimonials making- for a very Smooth Sale!
FYI: These and concrete business development techniques plus more will be taught at our upcoming Business Retreat.
