Professional Documents
Culture Documents
1. Build Trust
Selling is like dating. You won’t get very far on the first contact (first date) if
you try to sell right off the bat.
People are a lot more skeptical and informed.
You need to build up trust between you and your potential clients. That
includes showing them how you understand the challenges they face in their
business and how your products/services help them answer those challenges.
2. Build Credibility
Use common sense when dealing with clients. We recently had a client who’s
account reps were over-sharing information with clients that should be kept
internally – the account reps were hurting their credibility by acting
unprofessional.
You’ve got to demonstrate to your clients that you are someone they can trust
and someone who knows what they are talking about. That means you need
to be knowledgeable and informed about the products/services you sell, your
competitors products/services and show an in-depth knowledge of your
client’s industry.
3. Be the go to person
You want to be one person that customers come to first whenever they have a
problem or question about something happening in their industry.
Learn as much as you can and stay informed about everything happening that
may be important to your clients. Share this knowledge and information with
them so that when the time comes for the client looking for a paid answer to
their problems, you’re the first one they call.
Other ways to not compete on price is to be able to answer the next two
questions…