Early in my sales career I didn’t know that I should be my customers best friend. I had no idea that I should be on the lookout for ways to help them find more work. Nobody ever told me about the rewards that would come my way if I were to be friends with my customers and lookout for their best interests.
I wasn’t as successful then as I am now. Sales were also fewer and farther between.
Do you want to make more sales ? Do you want them to come to you easier than they do now ? Me too.
Here’s a way to make this happen.
Don’t fall for the foolish advice that tells you to get them before they get you. They aren’t the enemy. They aren’t out to get you. Well, not all of them anyway. The best sales you’ll ever make are the ones where the phone rings and you get an order that you never asked for nor even did any real work for. The orders that come this way are sweet. I get business every week from long-time customers that still believe in me and my methods.
Do what’s best for the customer. Show them that you’re there to do what’s best for them. Listen to their concerns, look for ways to help them get business so that they can buy your product.
I advise my customers, on occasion, to pass on a potential project. Sometimes it’s because of some inside info I’ve acquired, sometimes it’s just gut instinct. Many, many times the customer and I have both been glad we didn’t try to crash the party and get that contract. Every time that happens, it just bonds us even tighter.
The best relationship is Win-Win. The only way to make that a reality is if you are your customers best friend. Not their enemy. The minute you create a doubt as to whether or not you’re on their side, those easy, sweet deals are gone and you have to go back to working for every purchase order. Not a fun way to make a living.
Never try to outwit, outsmart or outmaneuver your customer. Always try to outgive them. Give them more service, more benefits and more reasons to call you and give you those easy, sweet sales.
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