Stop Selling and Start Helping

Looking for click-throughs that translate into business? It’s all about creating the experience. It’s all about answering your client’s question: “What’s in it for me?”

Yes, that relationship you’re developing with a client is a lot about your talent and expertise; AND it’s also about how you make them feel. It’s kind of like a blind date; inside of a minute you know if there’s a chance in the world that the relationship will work out.

Always go for the ‘soft sell.’ Just as you would on that first date listen; ask friendly questions. What happened with their last relationship? What does their future hold? (Or sometimes, where do they see themselves in the next five minutes?)

Just like when you’re networking at a chamber of commerce event, people want to impress others with how much they know and what they can do. But really, you ask yourself, as you sip your chardonnay, “What’s in it for me?”

So back to your clients. They’re the same way. You blab about your great team, knowledge and promises – but have you really listened to the client? Had a conversation with them about where they are, where they’re going and what their competition is doing?

You almost need to be their shrink. That knowledge and relationship-building helps you be your client’s best resource. If people like you, they’ll listen; if they trust you, they’ll buy.