This week, the topic of discussion for my mentorship group was sales. We discussed many ideas around the art of selling, but there was one that stood out in my mind. A common barrier in the presale process was that certain clients focused on telling us about their problems, instead of fully listening to our solutions. Others were only interested in the facts and benefits of our services; in other words, the hard numbers and measurable ROI.

My next ninja tip is: in order to sell, you first need to invest in your client.

This may seem like a backwards process to some- can small businesses really afford to sink so much time and energy into the presale process? Shouldn’t our end goal revolve around getting as many proposals out the door as possible?

To me, the number one advantage small businesses and entrepreneurs have over larger entities is our ability to listen to our audience. Whether it’s through social media, networking, or one-on-one meetings, I never take for granted that individuals have taken time out of their busy lives to stop and have a conversation with me.

So, the next time that ‘pesky’ client requests a face-to-face meeting, or wants you to forward yet another quote or financial statement, I challenge you to see this exchange as a positive investment of your time (and theirs). In asking for more information or telling you about their problems, what they’re really asking for is: will my investment be reciprocated? It’s up to you to show them that yes, their time is indeed valuable and worth every moment of yours.

Have more to say? Drop me a line or a comment below.