Picture this: it’s my wedding anniversary, and my wife and I are at a nice restaurant. We had the oysters as an entree and a superb main course. A good bottle of red between us.
It’s warm, the conversation is flowing, and we’re enjoying the experience (the kids are with a capable babysitter).
A waiter comes to offer us the dessert menu and some more drink options.
We want to stay for as long as we can, so end up with something decadently chocolate and a couple of cocktails. And then coffee after that.
That waiter – the waiter who gave us the opportunity to extend our experience – that waiter.
He’s doing sales.
But I love him more than any “salesperson” I’ve ever met.
Think about it.
He’s offering us products, and we buy them. And we love him for it.
So why is it that so many people are afraid of sales?
If a client has a good experience with you, and if you’re giving them a service that they need and value, then buying from you should be a similar experience as with my waiter friend. It should be something they want to do.
An important part of your client’s journey is her experience of you before she actually meets you. Your marketing, your social media persona, the gossip she hears about you from your other clients.
This experience primes her to like and trust you.
Then when you talk or meet in person, this feeling must be reinforced and authenticated – she needs to be confident her trust is well-placed. When she experiences your services and their benefits, the value she receives must be tangible.
Aim to line up all these steps along the path, and your client will be happy to engage you, and pay for it. The sales conversation changes totally, from needing to convince a client, to being their concierge and simply showing them what is on offer.
In fact, just like a waiter at the end of a great meal, it would actually be bad service not to offer her more.