There’s a saying that “people don’t care what you know until they know that you care.”
Step 1 Business – Learning Relationship Marketing & Sales
Remember, it’s about your prospective client and less about getting the client – if you only have a vague idea of your prospective client, how are you going to know what they care about. Learning to remember how important this could be for me was trial and error, oh, and procrastination. The procrastination was fear – uneasiness that I was wasting my time, but mostly, that I they could hear and feel my insecurity with a new product. This is why as I am coaching business entrepreneurs, I can put myself in their shoes and understand – sharing the business training I was put through.
This is how I learned –
— I watched and studied the sales people who came into our offices, and I observed vendors at conventions and home show booths.
— I thought they were just shooting the breeze, or as some would say just a lot of ‘BS’ was going on – between the ‘guys’. It looked like they were wasting time – I wanted to just get to the business at hand.
— They were talking about football – I like football, but not enough to stand around and talk about it to a client – ‘Hey, how about those Dodgers’ (ok that’s baseball – same idea, though!) It certainly didn’t seem that any real work, or as you could say – coaching them along to their business goal – was getting accomplished.
So, what could I talk about then? Talk about the client – ask questions. I found books about what to ask – I read and I read. None of it really felt comfortable. Then I listened to my Broker talk to clients with such ease – even on cold calling. He just acted like he met them at a party and started to visit. Well, I could do that (after all, I am a social butterfly).
Bottom line is then to be yourself and care about your prospective client. It costs very little to be patient and find the realized value on both sides of the conversation.
After a bit of getting comfortable (like at a party – I got to know them a bit), then I asked, directly, what it was they’d like to know about this loan or what was their credit score and how could I help, or coach them along to their vision – which is what I still do and talk about at my blog coachingbusinessentrepreneur.com. They opened up with trust and I felt the need to guide them to where they wanted to be.
It was suddenly happening – and it felt right. I had found my way through the football mire with questions about the client and their needs/wants. I became their trusted Advisor – and coach for a business they knew little about – I was there for them.