Whether you are in sales or not, you probably find it uncomfortable selling or being sold during the holiday season? Or at least in the traditional way most people approach sales.
Today, we want to look at some simple steps to ‘sell’ but to do it in a way where we are invited into a sales conversation - rather than be in a position of discomfort in a ‘selling interaction.’
1. Identify a specific customer or prospect (or many).
2. Think about them and their needs - what they want. Do some research on the web or through mutual acquaintances to find out about their company or them personally. Find out their interests, hobbies, associations they are involved in, their educational background, work experience, and current job. If you can, find out problems they are facing or struggles they are having. There are several resources to find these things, email us if you’d like some specific suggestions.
3. Once identifying what the person or organization cares about, find a way to give them some FREE value to have that need met. Offer to do something for them that is cheap or free on your end. Example: Send them a specific article you’ve found and highlight the part that relates directly to their need. Offer to connect them to one of your linkedIn contacts that is familiar with that area (search function is great to find this info out). Provide them with a service that is easy to perform by you, but valuable to them.
4. Deliver the Free Value. Make the Connection. Keep your mind and heart on the gift and how it will benefit them. Keep your mind off of the benefits that you may incur at some point. Don’t worry, they’ll get it. It’s called Law of Reciprocity. This law states that people will return a favour given to them unselfishly - a high percentage of the time.
5. Follow-up the ‘gift’ given a day or a few days later. Ensure that they gained value from the gift. If they didn't, find another gift after you've understood why this didn't resonate with them like you expected. Make notes of all of these interactions and the intelligence you are gaining in your CRM or in some kind of a database.
6. Caution: Many gifts we give that aren't ‘laser-targeted’ to what is truly on the person’s mind will not be perceived as valuable. It may be treated as Spam or noise.
7. Keep this process up with a sufficient number of prospects to meet your goals and either now or a few weeks from now, you’ll start to reap the benefits of an enhanced, valuable, mutually beneficial relationship. It sometimes doesn't come directly from the source you expect, but it comes, nonetheless. I've never seen it fail if you follow these steps.
Therefore, make Sales and powerful relationships by giving gifts of genuine value - though they may have no dollar value - and you’ll get back abundantly.