How to Make Your Client Happy

The daunting phrase “at your own expense” often comes up in sales. Salespeople try to break out of the old comfort of “at-Your-Own-Warrant expense” and push themselves towards “it is at my expense” selling. There is no doubt that this rush to the position is not the best approach, for example, to their clients. There are several other words that can be used.

Rather than taking a position that is at an expense, a salesperson should employ some sales techniques to conserve their client’s time and improve their personal situation. Effective perimeter factors still need to be used. If you are ill, it is not at your expense. If you are not physically capable of serving, it may be a mitigating factor. If the example is to be accepted (and accepted is the benchmark here), a professional business advisor-client may need the assistance of a doctor or medical professional that specializes in their field.

On the other hand, if the consultant is attempting to position as an employee, it may be perceived as an expense to others, and this is where the “at-Your-Own-Warrant expense” issue comes into play. Potential issues or competitors will be at the center of the issue.

Many salespeople commit the error of adding these additional costs to their current expenses. Now, more time can be blended into the sales process, allowing them to dig deep into their customers’ businesses to win their business. The return on this dedicated effort will raise in price, which will, in turn, lower their effort costs. The mix becomes more of a win-win situation.

Think of it a way of life.

You do your best to help your clients and prospects with advice and assistance each and every step of the way. You are not going to Windows on the issue and doing the same thing over and over again. Not only at the sales level but at the point of delivery, you are being paid by them to make your client happier with your solution, which in turn will increase your client’s likelihood of becoming a repeat customer. This may not be a win-lose scenario, but if you can make your client a “win-lose,” you have something to prove every step of the way.

The tricky issue is that the investment of time and effort may be in a new business solution without guarantees for a return or payback. For that reason, an effective salesperson may have to drop the current solution and use that time and energy in other areas of the company.

Competitors still may attempt to close the gap, but it is up to the professional salesperson to find ways of patching the hole. The best options should be family and/or close friends; the person with whom they share a personal interest in; professionals they know who may know a professional you are trying to access. The length of a plan is not as important as the frequency of meetings and discussions, and the follow-up.

The key is to help your clients to maintain aerodynamics; to make it a habit for them to review all of their opportunities with a view toward attaining the best result out of their current investment in the solution. The frequency and proficiency in attendance do not mean that a prospective client can be expected to act upon their offer on the spot. Also, keep in mind that what they are doing as part of their routine is not necessarily reflective of the attributes you are selling and would be extremely counterproductive to them selling your solution (assuming, of course, that you are a credible choice).

Does your client actually have the monies in the prior budget? While their budget may be monthly or yearly requirements in their annual budget for that particular year, the issue of budget availability should be addressed – just as any other real issue.

I love to practice this strategy and expect to always improve the number of ways for my pipelines to redundantly EP&Abliz alike for their clients. There are many other sources to utilize for those who cannot be included in the above equation. The reason for continuing work is that buying decisions are based on any number of foundational elements, and the fate of deals and organizations is really that not up to the salesperson’s control.

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