Cultivate relationships, not clients

In a recent meeting with a former client, we talked about the ACCISS Sales and Business Development coaching he received and the results achieved both personally and professionally. Wow, Steve had just tripled his business results and was pleased to share with me how he was focusing his energy on excellence in business and more precisely things that matter.

One of the most interesting things Steve shared with me at our meeting was that he finally really understood what I had taught him in the past. He understands my belief system and what ultimately makes me tick. The secret is quite simply all of his efforts are concentrated on cultivating relationships rather than clients. He realized that clients trusted him to know his business but what really motivated them to work with him was how much he cared for them and their business concerns.

Professional selling and business development in today’s competitive environment is all about relationships. Therefore, Steve has perfected his ability to forget about himself and to concentrate his thoughts, energies and imagination on the person that he is dealing with. Through the ideas of ACCISS, he has conditioned himself to care about the people he is dealing with. This is the difference between sales people looking out for their own bottom line and meeting monthly quotas, vs. a successful sales person’s who is focused on building relationships and earning respect and trust. The engaged sales business partner will not only care about the total person but the real bottom line will be to care for the client’s struggles, successes, worries, and victories.

Here are a few thoughts for you to consider;
1. Ask questions to learn about your client and their business.
2. Consciously listen, there is very little benefit in asking a question if you do not truly listen or understand the underlying dilemma.
3. Practice your empathy, your client’s concern may not be your direct problem but ultimately, the solution may be in your hands. Your client is looking to you for the answer and that makes it a win-win situation.

“The most delightful surprise in life is to suddenly recognize your own worth”Author Maxwell Maltz

Ken Ingram