Most business people get the cart before the horse when it comes to promoting their business. How often have you heard statements like “We’ve been in business for 25 years.” “We’re locally owned.” “We have 100% certified technicians.” “We use the latest technology to get the best results.” Bla, bla, bla.
Guess what? No one really cares.
In today’s marketplace, you have to make it about your prospective customer, not about you? It’s all about your prospect’s problem and how you can help them fix it. You have to bring value first to earn the right to ask for their business.
A prospective client asks four questions similar to these below before they hire anyone:
- Does he or she understand my problem?
- Do they have the experience and tools to solve my problem?
- Do they care?
- Will they do what they say they will do?
If you can’t or won’t answer those questions in the mind of your prospect, they will not become a client or customer.
So, when you learn to bring value first, you never have to sell again!
What that means is by your giving value to your prospective client first and actually helping them instead of “hard selling” the sales process becomes easy. You will be viewed as the authority. As the goto expert. And as someone who has your client’s best interest at heart. You will become the natural choice in a crowed world of white noise and “me-too” competition.
Stay tuned for more articles on how to implement this strategy in your business.
Real networking is about BUILDING real relationships. Online and Offline
Networking is about farming for contacts, not hunting them.
Many business people go about networking the way our cave-dwelling ancestors went about hunting food–aggressively and carrying a big stick. You’ll see them at any gathering of businesspeople.
They’re so busy looking for the next big sale or trying to meet the “right” prospect that they approach networking simply as an exercise in sifting through crowds of people until they bag the ideal client, the big customer who can turn their business around.
They don’t take the time for “regular people” they’re stalking the CEO, or other high-octane connection, looking for the big kill.
Farmers take a different approach.
They don’t waste time looking for the right person; instead, like those who plant seeds and patiently nurture their crops, they seek to form and build relationships wherever they can find them.
If they get an immediate payoff, that’s fine, but it’s not their principal goal. They know that the effort expended upfront will pay off in a rich harvest later on–much richer then the hunter’s quick kill–and that truly profitable relationships can’t be rushed.
You easily spot the novice at a networking meetup. The novice networker can pull out a business card faster than a Wild West gun slinger. They don’t really seem to be listening to others. The novice networker runs from person to person spamming business cards. They do that once or twice and then say, “That networking stuff just does not work”. An Online novice is just as easy to spot except the online novice jumps right into the SPAM. It’s easy to fall into the trap of hunting for the contact that’s ready to buy right now.