Selling Your Services is Selling Yourself - 5 Simple Steps - Page 2
2. Giving your clients a “taste” of your capability as a part of the sales process. This could be in the form of a free workshop, initial assessment or a discounted upfront stage of delivery. If you can show them how good you are on the job (and you truly are as good as you say you are) you will surely earn their trust early on. But be sure you don’t cannibalize your future rates by setting expectations firmly before you start that this is a one-off discount.
3. Stay ahead of trends and industry activity ensuring you have plenty of interesting conversation when building contacts and relationships. Read widely, and with an eye for topical information and conversation-starters.
4. Focus on building friendships in your industry in a genuine, honest way. After all, these are your industry peers, and in a smaller city all carry their own weight, at all levels. There is nothing more cheesy than a business-card-networker who is only out to know people with personal brands and big-name ties. Please resist the urge to become one.
5. Do things that you are comfortable doing. Just because your director is comfortable on the golf course, entertaining clients and leads, doesn’t mean it is the right fit for you. Do things you enjoy and you will relax and be yourself with your contacts, building real relationships. It might be barefoot bowls, it might be a pub-lunch, or perhaps it is a Sunday-morning bike ride. Whatever it is, if it is fun, it's worth the effort.
What is it that you like doing with your clients and contacts to get to know them better and build their trust in a comfortable environment? Share your ideas.
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