![]() ![]() Create Value In The Eyes Of Clients: Frankly, most people throughout the country believe that people in sales do little to earn their commissions. Competing on price does not create value.ĥ. The way to get paid what you're worth is to visibly demonstrate your value to your clients. To gain market share, one would cleverly lower its price, but then all the others quickly followed suit and the only result was that everyone's profit margin was reduced. Some people may remember the gas price wars of the 1960's and early 1970's when there seemed to be a gas station on nearly every corner. All you have to do is be the cheapest, but this is a losing game. Compete On Value, Not Price: No disrespect intended to other business models, but it doesn't take any special skill, experience or knowledge to compete on price. If you don't have serious, financially solvent, and loyal clients, why waste your valuable time with them?Ĥ. You also need to know if they’re financially qualified. You need to know their motivation and if they are interviewing other vendors. Then there are buyers who will waste your time and then purchase through another vendor (probably a relative).ĭon't ever meet with a potential client until you ask a logical list of questions to determine their seriousness and loyalty. They’re planning to use your bid to leverage a discount with their current vendor or any one of a dozen other reasons that they want your knowledge but not your services. Of course you know that there are prospect who will ask you to give them a bid with no intention of ever buying from you. If people have to qualify to work with you your value increases. Set High Standards: If you work with anyone and everyone your value drops. ![]() It also makes you unique from other businesses who will work with anyone who can bring them a paycheck.ģ. When you reject or refer clients it tells the world that you don't just work with anyone, you are selective which raises your perceived value. Turn away people who don't meet your criteria. Being a business owner is far too difficult to work with people you don't like just to earn a living. I hope the first item on your list of attributes is that they are people you enjoy spending time with. To begin controlling your business, write down the attributes of the people you want as clients and then go outĪnd get them with targeted marketing. If a deal is going to close successfully, the true professional should be in control, not the client. Choose Your Clients Carefully: Don't ever let your clients choose you or you will be at their mercy. ![]()
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