People believe that to work in sales you need to push – this isn’t the case. By cultivating good relationships with clients and building trust, there is simply no need to push for the hard sell as your word will be trusted. Here’s what I mean…
When you take that leap into the unknown world of being an entrepreneur, it is not without the unnerving fear that it won’t work – Have you risked everything for nothing? It takes a lot of hard work, dedication, sleepless nights, thankless tasks and perhaps a little bit of luck to make a business a success.
However, when you get to that point of success there is no feeling like it.
One of the toughest parts of being in business has to be sales. Clients and potential clients aren’t just people to whom you are selling a service; they could become strong professional contacts and people you’ll thoroughly enjoy connecting with. Sales is more than talking to strangers on the phone; at the end of the day, it’s about making sure you’re connecting with people, forming beneficial partnerships and building trust with potential clients.
Something I learnt through running my own businesses; the most important thing would be to get to know my clients. Yes, there needs to be a professional line, but if you take the time to get to know your clients and potential clients, building strong relationships, they will trust you and you are more likely to be able to help them.
By growing a relationship with clients, you get to know them, their likes and dislikes and, in an ideal world, what they are looking for – what is their ideal result? This means that when the right opportunity comes along for them, you’ll know immediately it’s the one for them. Both parties will be happy! A win win situation
I’ve made it my business to know my clients inside and out, to build up their trust in me and it’s when events happen it makes me realise how much it pays off. After only a week on the market, I was able to agree the sale of Harmony B&B in Torquay which was such a huge win for both the clients and myself. Subsequently the wonderful Amber House in Paignton has had a sale agreed within a week on the market too.
One thing I have always done, since the beginning, is to celebrate every win. However small. Every yes. Every positive. Every sale. Every achievement. No matter how big or small. Most businesses start out as a one-man band and unless you’ve been there yourself, few people will understand the experience of starting a business and taking it from the ground up. Zero to Hero!
So, take the time to cultivate and grow those relationships with your connections, right from the beginning, they may become your clients, or they may have friends or associates who they may refer you to. No matter how big your business gets, never lose sight of the fact that this is one of the most important factors of any business. Building trust.
Celebrate your wins – however small. Each positive yes may lead to business and deserves a pat on the back. And when those successes do come, enjoy them and celebrate. Celebrate with your friends, family and amongst those connections who supported you. Success does breed success and, if you believe in the law of attraction, send out positive energy and it will return in abundance.
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