Excel with these Professional Business Coaching Tips
How many times have you completely zoned out when a sales pitch begins, either reading one or hearing one?
Maybe this is what is happening in your head as the seller talks:
Seller: You are our number one priority.
You: Yeah right, I hear that from everyone.
Seller: We have the best in class product or service.
You: Sure you do.
Seller: We have a unique solution to your problem.
You: I’ve heard that before.
Let’s face it, we are constantly bombarded with sales pitches that are coming at us from all directions. Have we gotten to the point where we don’t even believe much of what a sales person says or how sales information reads?
As business owners, how are we to build a solid relationship with our potential customers right up front, while at the same time selling our services or products?
Even if you have a unique service or product that offers a unique solution, is best in its class, and you always keep your customers happy, how do you relay this information and make it believable?
3 Simple Strategies to Help Your Customers Trust You
1. Stop bragging about your business: It may not seem to you that you’re bragging, and for many of you who don’t have a team around you, you are excited and just want to talk about your great new service with someone other than yourself, or you want to share great accolades a client recently conveyed to you! You may have every right to brag, yet the more you talk about how great you and/or your business are, the more turned off a new prospect may feel.
Please don’t start a new conversation by saying nice things about your business, your product, or your service.
And it’s really not necessary to hand them any glossy brochures, either. A follow up call, note or email offering specific feedback on what you heard them say in your initial interaction, will go a long way and be much more helpful than handing them your company’s generic brochure.
2. Focus on your prospect: At this point in a new relationship, it’s appropriate to place all of your attention on your prospect. Quiet the mind chatter that’s going on about you and the next brilliant thing you’ll say to impress this person. Instead, be curious and thoughtful with your focus being on them and how you can help them.
This is what your customer cares about – how will you, your product or your service help me?
Don’t be afraid to offer them initial feedback based on your wisdom or guidance as initial insights or ideas, based on what you hear them say. Then you’re back to #1 – sending them a follow up call, note or email based on what is important to them and a few more ideas on how you can be of help.
3. Be honest: Being honest can be extremely scary, especially in this somewhat ‘colorful’ world we live in. It’s always interesting to me when I hear a sales person’s interpretation of a product or service that I’m very familiar with, yet when I hear them ‘pitch’ it I’m wondering how they can possibly make these claims. You may have experienced this too?
Honesty is critical to beginning and sustaining relationships.
If you have a product or service that will not help this prospect, or if you feel you are not the perfect match for them, simply let them know. (You may have met this person because they’ll become a future colleague or friend.) Offer them a few recommended resources of others who may be able to help your prospect get to where they want to be. You will be surprised at how being honest will put you further ahead in the long run. And who knows, they may want to do the same for you.
Building trust is key to creating not only a successful business, but a business that excels. Long lasting relationships with your customers begin at the very first interaction.