Clarity, commitment, trust

The lid of the laptop came down. ‘Snapchat’ now terminated … ‘Ok, so I get it, I need to be seen to be considered ‘worthy,’ is that it?

Well, yes you could be right there Ben, it’s the ‘people buy from people’ thing, when people make those significant buying decisions they’ll want to meet up with the seller, right?

But how do I become a serious contender with my prospects Charlie, when some have only just met me?

Over promise, over deliver Ben.

You have inherited a great existing customer base Ben, leverage this past customer experience with testimony to how you aim to continue. Demonstrate you have the means to provide the same first class service of old, time and again.

Show your colours, your passion by which you started this business and why it’s important for you to be doing something that you love, not just a job that also pays the bills. I guarantee it’s the same for those you serve.

‘I’m still building my supply lines Charlie, I’m just not sure I can start promising anything yet.’

Find your partners, determine those that will support you. Set your stall out Ben. You’ve spent some time these past weeks meeting the candidates. Now see who reacts, who is willing to go the extra mile, who you can trust. Give your business partners – your fellow directors – a taste of what you expect – and if they don’t know that already, start again. Find clarity amongst allies.

‘I still am not comfortable on this sales side Charlie …’

You are not alone. Confidence shall come. Sales are vital to your success but be yourself and stick with your vision. If after a time you find yourself still distracted, delegate the selling, just like you outsource the production. Cultivate the culture of partnerships, ask the same questions of others you ask of yourself. Commitment. Be fearless Ben.

Sales is a skill that is within us all, the more we use it, the best example is what we become.

‘But what about the competition Charlie?’

Steady. Your customers are already sold on YOU Ben. The comparisons? Talk them up, show your customer that you have knowledge, an opinion on others in the same industry. Highlight the strong points and identify the weakness in each, show your customer how you compare and by doing so, you shall be helping them with the qualifying process, your customer may, over time see you as the benchmark for others.

Over promise, over deliver Ben.