“Focus on being a resource of much-needed ideas and relevant information to [the customer’s] decision. You want to become a treasure trove of information in areas that are vitally important to buyers. You want to be the resource people crave to be around and know.”
Such is the sales advice of relationship building and social media expert Terry Brock in his recent blog, Are you trying to sell – or helping customers to buy?
It is interesting that Brock, a renowned professional blogger and social media expert, recommends that sales professionals invest the “time, money and energy” necessary to help customers by providing vital information that the customer would not already have via cursory internet research. He promotes a relationship that goes well beyond the “click to connect” dynamic of social networking and email communications. Here are more excerpts from Brock’s recent blog for The Business Journals…
Terry Brock | April 10, 2014 | www.bizjournals.com
Old techniques for making sales just won’t work in today’s markets.
Many salespeople grew up learning that the key to success was to master some new technique or trick to get potential buyers to “sign the deal.” This isn’t working today as buyers have more information, have equal access to the slick tricks, and can instantly contact a host of trusted allies to get the right information.
So what is a salesperson to do today?…
Forget the hype, the techniques, and the tricks. You need to position yourself as someone who has valuable knowledge and is a respected thought leader in your field…
You have to genuinely care about your customers. Research what they are interested in buying. Help them to make the right decision. It is natural for a potential buyer to be skeptical about being “taken for a ride.”
Focus on being a resource of much-needed ideas and relevant information to their decision. You want to become a treasure trove of information in areas that are vitally important to buyers. You want to be the resource people crave to be around and know.
This takes time. Do your homework. Pay the price in terms of TME (time, money, and energy) to help them. Even if a particular prospect doesn’t buy from you, you are gaining knowledge about the most relevant way to connect.
We’ve always valued relationships. Now more than ever we long for someone we can trust who has the relevant information and cares about us as human beings.
[Read the entire article here…]