This day and age to hear “It’s about them” seems not so aligned with the way most of society thinks. So you ask yourself, “Who is THEM?” and why should it be about them?
This mindset can be used for many aspects of life but this is extremely powerful when used correctly in business. And if you haven’t figured out who “THEM” is yet, well, it’s your clients.
Whether your a business owner, an account rep, or a sales person, your success depends on your client’s success. There are quite a few keys to making it about them so I’m pointing out my top 3. If you have others to add please share them in the comments below. Please note that these points aren’t scientific and they haven’t been published in any journals but they have always worked for me so I wanted to share them with everyone (well at least the other 2 people who read my blog posts every other week).
#1 – Always be available
Clients are very busy people and their jobs are very demanding. If you can answer a question for them right away, or just be there when they need someone to talk to, or do them a quick favor you’ll always be in their good graces (even when you make a small error). When it comes to meetings let your schedule work around there’s unless you absolutely can’t but always try to move other things if they are less important. This can lead to greater opportunities, referrals, and more sales (if you have a good boss you should get a nice year end bonus).
#2 – Attitude is everything
If you think you are better than your client or you don’t like them because they are mean or something like that then you’ve already lost. Not everyone is as nice as you or as warm as you so sometimes you just have to check yourself at the door. Your attitude good or bad is going to influence and change potential outcomes. People feed off people with a positive attitudes (don’t over do it) and positive people tend to make others feel more comfortable. If you believe you can do something others around you will believe the same thing (don’t lie though because that would be devastating to your reputation). Your attitude can help or hurt business so my suggestion is to take a long look in the mirror and determine which attitude you want to have.
#3 – Listen
As much as we all like to tell people stories and make the funny jokes when in a group, this is not the time for that. When it comes to your client, you need to be LISTENING all the time. Listening to your client will benefit both of you. Your client will be happy because they get a chance to speak, someone is listening to them, and they aren’t being interrupted. On the flip side you can learn so much from listening you’d be amazed (sometimes business other times personal but it’s all valuable when trying to understand your client). Always be listening!
As I’m sure you all know sales is a difficult profession. These few pointers mentioned above are small bits of advice that will help you during the roller coaster ride of sales. The key to success is to learn what works, why it’s important, and then figure out an effective way to adapt it to your own style. The fundamentals are all the same but the execution may be slightly different. Find what works for you and master it but always keep an open mind and leave your ego at the door. I hope you enjoyed reading this post. Visit us at unifyrr.com/abilities.