Today was quite a day for hearing of and experiencing a variety of tactics that had me shaking my head in wonderment. I was wondering how these well known folks remain in business:
1. Took the money and ran without delivering services
2. Motivated less stellar performing clients with dead flowers
3. Hid monetary fees on the guise of an interview
4. Belittled a client who paid many thousands of dollars in front of the rest of the select few
5. Betrayed company policies after being elevated to multi-millionaire status with the help of the very same company!
How long do you believe any of those outrageous behaviors named above will work in their favor?
Your brand follows you
I’m old enough to have witnessed those who for years seemed to get away with whatever they desired. Eventually their poor behavior caught up with them and did them in at the end.
Each person is his or her own brand. Over time, the public will know what these people are truly about. The fame, glory and business will come to an end.
Take a moment to consider everything you do for business. Is there anything you can tweak from approaches to meetings and concluding with the delivery of services? Are you always striving to build relationships and communicate honestly and fairly? Do you live up to your word and deliver in a timely manner on your promises?
A great conversation open to begin on the right path is “You must be so busy, why did you agree to see me today?” Or if you are called to interview, ask, “You must receive so many resumes, what was it about mine that caught your attention?”
In this manner you are beginning the conversation from their point of view and gets right to the heart of the matter. It is direct avoiding the perennial never getting to the end of the conversation such as the sale or the job.
Equally important by beginning from the other person’s point of view first, you know how to position what you have to their interests. It serves to build the relationship and convert your prospect into a client. In fact every conversation thereon out should be from their point of view. Mid-way you shift by sharing your updates to what they just told you. Using this technique your revenue will increase dramatically.
And after you make the sale, don’t disappear as so many do. Check in periodically – ask how often and they would like you to do so – and continue building the relationship. This will lead to repeat business, referrals and testimonials – the mark of a dynamic business. As far as being on a job goes, you need to continually sell to your manager. This will allow you to get requests granted and more likely be promoted if that is what you are after.
Just as it is the little things that break up a marriage, so it goes for business. All of these details affect your business development and the perceived notion of you the leader. It will affect your job interviews and lasting employment too.
Be of the mindset to move with integrity in all you do. Deliver the best customer service possible, and you will attract increased prospects, clients and sales. This is when you get to enjoy the Smooth Sale!
Elinor Stutz, CEO of Smooth Sale, LLC believes building relationships before the sale and continuing long after is the only way to sell and build a dynamic business. Elinor’s book, “Nice Girls DO Get The Sale: Relationship Building That Gets Results,” in an International Best Seller. Her new book, HIRED! How to Use Sales Techniques to Sell Yourself on Interviews, Career Press, based upon her own experience and years of community service proved profitable before it went into print.