What Your Clients Need From You Now
You might think you specialize in branding or promotional marketing, but you really specialize in making your clients happy. Some days it’s easy to give your clients what they need and keep them happy, but other times it seems like an elusive goal.
Anthony Iannarino, an author, speaker and entrepreneur, has outlined some reminders on how sales professionals can get back on track to delivering what their clients need. In this issue of Promotional Consultant Today, we discuss Iannarino’s guidance that you can put into play with your clients.
A heads up on something they are missing. Iannarino notes that many clients are not willing to change because they lack a compelling reason to do something different. You can enlighten them by sharing insights and ideas that could significantly impact their business. When you illuminate the things your clients don’t know they don’t know, you create new opportunities.
Insightful questions. The best questions will help your clients recognize something about themselves, says Iannarino. Help them uncover something about themselves, their potential or their business. When you hear them say, “That’s a good question,” you know you are on the right track with helping them discover something valuable.
A view of the possibilities. Your clients need you to show them what is possible. How will their life or their business change if they pursue a new goal or launch a new initiative? According to Iannarino, you can be proactive by sharing the vision with your clients before they recognize it. This positions you as a trusted partner with a forward-thinking and innovative mentality.
Solid advice. Rather than pushing a specific product or solution, slow down and take a consultative approach. Remember that if your client already knew what to do, they would be doing it, notes Iannarino. You can serve them well by avoiding high-pressure sales techniques and offering your sound advice.
Help making change. Consultative sales professionals help their clients make changes, says Iannarino. They go beyond offering advice about a solution and show their clients how to make it work in their organization.
Help achieving the outcome. Sales is all about helping your clients achieve their desired outcome. This means that you must ensure they do what they need to do to execute effectively and produce the results they purchased when they signed your contract. Iannarino says you can help your clients along by removing any obstacles and making sure your team and their team stay on the same page.
Before your next sales call, consider the points above. Are you delivering on what your clients really need right now? You have an opportunity to provide value by opening their eyes to what they might not have seen or even thought about. Is there something they should be doing that they have not considered? Show your expertise by providing guidance and then helping them get the outcome they want.
Compiled by Audrey Sellers
Source: Anthony Iannarino is an author, speaker and entrepreneur. He has been named one of the top 25 most influential people in sales by both OpenView Partners and Top Sales World.