You want to add value to every relationship and expect nothing in return when you meet or talk to them. Remember you’re a business owner, not a salesperson! But, of course, in order for your business to be successful, you do have to sell your products or services. Think about it – if you just met me for the first time and we struck up a conversation and all I did was talk about myself and what I wanted you to do for me…….would you continue to talk to me, do business with me or refer your clients to me? I would bet the answer would be “no”! The same concept applies to marketing your business—it can’t be a one way street. Think about ways that your potential clients or current clients can benefit from your interaction. Then they’ll be more likely to pay attention, engage with you, and yes ultimately buy or refer your products or services.
Give your audience a reason to like you
Talk about things your client or potential client cares about. Educate and inform them about the topics you are an expert in, and let them share their thoughts. Then, they will be much more willing to listen to you when you do talk about yourself.
Let your audience talk about themselves
People love to talk about themselves. Take the time to ask your clients or potential clients what they’re interested in and how you can help them.
Make your audience laugh
People love to laugh, adding levity to your conversation makes it so much more enjoyable and fun! Show them your lighter side.
Use the 80/20 rule
The key to this is to stick to the 80/20 rule for your content. By building relationships with your customers and ensuring 80% is about them, you can then throw in 20% about yourself without the fear of scaring them away. Allowing them to talk about themselves, and entertain them, they’ll be willing to listen to your presentation or information without feeling like they’re just another person you’re selling to.
Customers are becoming increasingly sophisticated and dislike being sold to! With easy access to unlimited information about any products and services on the internet, what’s the point of salespeople (especially those pushy ones who don’t give you time to think)?
There are numerous other ways to present your information so you are selling to them without making them feel like you’re selling to them. This is the key way to build relationships. Consultative selling is a method by which the salesperson behaves more like a consultant, giving genuinely useful advice to their clients or potential clients.