If you’re attacking your market from multiple positions and your competition isn’t, you have all the advantage and it will show up in your increased success and income.
The fact is, everyone is in sales. Whatever area you work in, you do have clients and you do need to sell.
You are surrounded by simple, obvious solutions that can dramatically increase your income, power, influence and success. The problem is, you just don’t see them.
I have good news — there are only three ways to increase your business: 1. Increase the number of clients. 2. Increase the average size of the sale per client. 3. Increase the number of times clients return and buy again. Only three. It’s significantly less daunting if you only have to focus on three categories.
When you limit your business to doing things the same way every other competitor of yours does, you can only produce modest, incremental gains — at best.
An approach that’s as common as dirt in one industry can have the power of an atomic bomb in an unrelated industry.
Depending on any single approach for all your new clients and continuous business is a disaster waiting to happen.
You must understand and appreciate exactly what your clients need when they do business with you — even if they are unable to articulate that exact result themselves. Once you know what final outcome they need, you lead them to that outcome — you become a trusted advisor who protects them. And they have reason to remain your client for a lifetime.
You should think of your clients as dear, valued friends.
You must determine the most powerful benefit or advantage you can possibly offer an existing or future client so it will be totally irrational for them to choose to do business with anyone but you or your company.
A formal client referral system will bring you an immediate increase in clients and profit. Willingly offer to advise, talk to or meet with anyone important to that client. In other words, offer to consult their referral without expectation of purchase, so your clients see you as a valuable expert with whom they can put their friends or colleagues in touch.
Understand that you need to sell you and your ideas in order to advance your career, gain more respect, and increase your success, influence and income.