To sell is to serve.
Chief Learning Officer wrote about a study that The Forum Corp did with over 1600 participants. They noted:
The three service rep behaviors that were most strongly linked to sales were:
Focusing on customer´s needs versus pushing a product.
Solving customer´s problem before talking about additional products and services.
Describing how the products or services would benefit the customer.
Servicing existing and even potential customers is critical to your business success. By serving a prospective client, this means that you might offer more information or product prior to receiving revenue in exchange. You could instead, or in addition, offer other things (ideas, referrals, suggestions) that don’t cost you any money, but offer value to your prospective client.
At Power Marketing Int’l, we call it “the outer ring” – finding the business pain (inner ring), knowing what services you will offer for a fee (middle ring), but the outer ring is the ring of offerings that you don’t charge for – which leads you to customers for life.
Think of existing prospective customers or clients and what their business needs are – beyond what you specifically offer. What can you help them with. Do they need business introductions to your circle of influence? Is there a family member looking to attend a specific school that you have knowledge of? (You can see that by asking lots of questions and really getting to know a prospect, their needs will be apparent) Anything you can do to help forward their business will directly relate to their success and your willingness to work with them long term, in the “big picture” of things.