Welcome to the trust and value economy! Yes, we have literally made a shift to a different kind of economy, and if you want to open doors, sell more products and services, and you want to grow your business then you need to plug into the power of connections! The more people you know, the more people you help, the more people who know how to help you, the easier and more fun growing your business is going to be.
Consumers are overwhelmed with choice. They can buy whenever and where ever they want to including right from their own home. Think about it, they can simply sit down at their computer, use their IPAD, search their smart phone to find and buy almost anything they want. Globalization, advancements in technology and increased competition have made what we sell a commodity but how we sell it our competitive advantage. With so much choice, and so little opportunity for real face-to-face interaction, prospects are actually craving positive interaction. Trust and value have now become the new return on investment consumers are looking for. Invest in building connections and you will increase your sales success rate, eliminate price as a decision making factor, and sell for the long term.
So how do you build powerful connections?
1. Put Yourself Last – Yes that’s right first put yourself last. If you want to build relationships and establish trust you have to take a genuine interest in other people and be far more interested in helping them than you are in helping yourself. You have to learn to really listen and then give without expectation of return. Have patience your time will come! Putting yourself last conveys a message to people that you will put their interest ahead of your own, which builds trust, the very foundation of connection.
2. Add Value – Give your prospects what they want, not what you think they need. You need to solve their problems first, before the invitation is open to sell the products and services you think or know may benefit them. Adding value, in sales terms, means to give more without increasing the price. I love that definition! Give people that something extra. If you want to add value then look for ways to positively make an impact with people, listen to hear what their challenges and problems are then share ideas and opportunities that can help. When you add value you immediately differentiate yourself from your competition and you truly make a long-term connection.
3. Ask For The Business – Once you have laid the groundwork, put yourself last and added value, you have made a connection and it is time to ask for what you want. If people like you, trust you and truly need your product or service, believe me they want to do business with you. All you have to do is ask, but you do have to ask. Don’t assume people just because people know who you are and what you offer that when they are ready to buy they’ll come to you. You have got to take action and actually let them know you want to do business with them. Asking for the business deepens the connection and opens the door to a long term relationship.
Success in this shifting economy is all about connections – authenticity and connections are your greatest assets. Use these 3 powerful tips to build your network and watch sales become fun, easy and effective!