What’s my one tip to sales people who are struggling to fetch long-term clients?
Don’t sell; consult!
To explain it fully, sales reps should start adding value to their customers and prospects instead of focusing strictly on sales, personal quotas, and numbers. The idea is to start putting themselves in the “shoes” of their contacts – what are they worried about? What keeps them up at night? What new information could help them at their job or grow professionally?
By taking the time to do this, sales professionals build credibility with their clients. If the information sent is perceived as valuable, contacts will take the time to read sent emails – in their entirety! And actually respond or provide a requested update rather than not even open and straight delete.
Over time, you (and your company and products) will stand out as knowledgeable and of high quality. A key trait when there are many competitors vying for the business.
Finally – knowledgeable customers tend to stick around. When they are aware of the latest features, what others are doing with your product, they tend to be happier…and buy more.
Being consultative builds trust, builds relationships and in the long run, is time well spent when building out your pipeline and customer base.