With Christmas day upon us, we can't help but feel warm, fuzzy and compelled to give. The spirit of generosity is as infectious as a yawn and it assures us we're good people. What I find most interesting about the result of being giving in the context of business development and sales is that the principal still holds true - if I'm sincere and giving during the relationship development phase of the process, I can inspire true interaction and do away with "selling." I'm not implying using Love Guru tactics to create a hippy community while losing site of the opportunity. The goal should be to create fertile ground for a real conversation about a problem and solution.
When was the last time you thought about how to increase your potentials customers' sales? Make it a point to listen to your prospect's needs even when they don't apply to what you're proposing. Chances are there's an organization on your prospect list that has exactly what they need [this happens more frequent than not] When it makes sense broker the introduction and your prospect will be grateful. You're grateful for him listening to what you have to say and he is grateful that you called. The perfect environment for any business development effort.
Sincere gestures inspire business development. Merry Christmas.
Right on! This is one of the best lesson's I've learned, approaching business from a clients, or potential clients position allows you to consider how you can maximize value- for them. Doing so will pay off even if it doesn't mean new business right away. Sincerity and generosity propagates good will and trust, a must have for any busines's long term strategy. Merry Christmas!
Posted by: Ronnie Chesko | December 24, 2008 at 05:12 PM