“All the world is a stage and each must play his part.” – William Shakespeare
What does this famous line have to do with business? My way of thinking says, “Everything!”
When you interact with the public or prospects and clients, you need to know precisely what your part entails. In particular, entrepreneurship requires a commitment to continual learning in all aspects of what it is you do. The second and equal piece is knowing your clientele well.
Over time, you will find a general profile for your client list. However, as you communicate with each prospect, you will find they each hold a unique difference just as you must communicate your unique difference from your competitors. It is your part to find those differences through questioning them on why they contacted you in the first place.
As the expert, it is also your part to begin as a Consultant and then change to an Advisor. Your mindset must be attuned to taking time to learn your prospect’s problems, their perceived solution and their grandest hope for what you might do for them. The conversation begins open-ended, but as you move through the sales cycle, you must then target the specifics so that you both understand and are in alignment with the expectations of the other.
As you approach the advisory stage, it is your part to make certain your prospect understands and takes all possibilities into consideration. In this regard, your third stage is that of Educator. Your communication and leadership skills directing the conversation must come through loud and clear to avoid misunderstanding but instead work to have everyone on the same page.
Questions are the basis for business development. The more time you devote to sharing insight, the more likely you will be to gain the initial business. As you build the relationships with each and everyone, you will earn their repeat business, referrals and testimonials – and Enjoy the Smooth Sale!
