When we meet with our prospects, our clients, or our
networking relationships, we must explain ourselves in clear, concise terms. We
must never allow anyone to be mystified by what we have said or by what we
meant when we speak with them. Whenever we are asked about our products, our
prices, or anything else, we need to be very precise and provide the basic, true
facts about what we offer.
Have you ever met with someone who could never give you a
straight answer to your questions? When they talk about their services or
products or prices, they cannot seem to be pinned down to specifics. They have
a different “package” or “level” for every customer that buys from them. If it
was a Tuesday and you decided to buy before Noon, the price would be different
than if you made a choice on Friday?
It is imperative that we take our customer service seriously
and treat all our clients and prospects, as well as all our networking
relationships, as intelligent adults and as human beings. We must not insult
them by trying to confuse, baffle, or mislead them, especially about products,
services, and prices. To try to do so is bad business and bad karma.
There are lots of people who will never buy from you. They don’t
need what you have. Discover what your prospects need before you attempt to
market what you have to them. You should never attempt to overcome their
objections if they don’t need what you have. It’s like trying to sell a pickup
truck to a lady without a driver’s license. She doesn’t need it and cannot use
it; you are unprofessional if you sell it to her.
Once you establish a need for whatever you have, proceed to
advise your prospect about your offerings and your prices. You also should
counsel them on whether it is the wise move to actually purchase from you or
not, what the alternatives are, and what you can do to assist them. If they
need what you have, but cannot successfully use your products or services, then
you should not market to them.
You must become a consultant instead of a sales person. Selling
anything to those who do not need it, or cannot successfully implement it, is
irresponsible and not professional. Consulting with your prospects, like
everyone else in your realm of relationships, is what makes you successful. It
is what makes you the person who will receive referrals for the future. These
referrals are more important than the immediate sale.
In the past we have discussed what referrals can do for your
business success. Referrals are the currency of successful businesses, not the
sales made in place of referrals. The prospect who will never purchase from you
because they don’t need what you have and who refers others to you is more
important than the prospect who buys from you once and never purchases anything
else.
Be clear when you market to anyone; then market what your
prospects need. You are a consultant, not a sales person. Karma will reward
you. Please leave me your comments, or email me at Jim@JimTeasley.com,
or call me at 360-314-8691.
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