When it comes to giving your clients your all, a few things might come to mind.
Sending tokens of appreciation is popular this time of year. And, as we move toward Q1 with stars in our eyes, doing everything you can to crush their goals should be another. Have you thought about how to do this through their buying journey with you? Well, here are a few ways how.
Giving Your Clients Your All Means Providing Reassurance
Our company specializes in B2B sales. However, we often find ourselves in the same situations as our clients. The reason? As a growing business, we continuously face new challenges that require us to seek solutions from vendors. Sometimes we walk away from a purchase that we need because we don’t feel confident that the presented solution will solve our problems. Even worse, sometimes it’s due to the way to sales representative handles the process.
The question here is, how to reassure your prospective clients through the B2B sales process? It’s actually the perfect time to put giving your clients your all into action.
OK, so they aren’t a client yet, but what you do during the sales process can change that! Some salespeople don’t want to spend much time reassuring potential clients. They may fear “giving away their ideas” because they aren’t guaranteed compensation for their efforts.
Have you ever felt that a salesperson treated you this way? How did it make you feel? Not like buying, I’m sure.
For this kind of sales rep, a simple truth hasn’t clicked: As much as they hold back, there are ten pieces of content online or other sales professionals that will provide the information to the prospect for free. If clients want to do something on their own, they don’t need to pry information out of you. They are talking to you because they don’t have the time to do what you do. Or, there are other reasons it makes sense for them to hire help.
Either way, want to know that you know what you’re doing so they can hire you, and rest assured.
To summarize what giving your clients your all means during the sales process is, it’s:
- Providing clear, detailed information on what you’re going to do and how you’re going to do it
- Clearly explaining all prices and fees before your client agrees to buy
- Taking the time to ease their worries instead of pressuring them to go ahead and sign
Being A Good Partner Means Caring About the Outcome
Have you ever worked with a company that cares more about their fees than doing the right thing?
We all have, and we’ve seen the result. Small and large companies have gone spiraling due to their lousy service and indifference.
In sales, giving your clients your all means positioning them for a good outcome from the start. Ask yourself:
- Have you thoroughly evaluated their needs?
- Is the solution you’re proposing appropriate?
- Have you weighed out the risks and benefits? Have you been transparent with your client about them?
- Are you cutting corners to make the sale? How will this affect their results?
Being slightly more fastidious about details that will affect your clients’ ROI might slow down the sales process. However, prospects that are looking for a partner and care about quality will appreciate you for it.
Giving Your Clients Your All Means Knowing the Sale Isn’t Over
You’ve done it!
You’ve secured another client for the new year. You’re already on the way to meeting your revenue goals for Q1. So, is it safe to stop answering your phone on Fridays?
Well, consider this quick story.
We’ve had the same recurring monthly service for almost two years. The company has a high turnover rate on its support teams. The service has been terrible, and we’ve been pulling our hair out. So, one of our goals for this year was to find a replacement provider. But we didn’t, and do you know why? Because the sales rep that onboarded us is still with the company. He replied to a frustrated message we sent him one day, and he made everything better.
The moral of the story? This salesperson could have signed us up and changed his number, but he didn’t. Being open to help us way after our initial consultation has kept us as customers over time. He didn’t sell us just once, but multiple times over.
You can be a longtime pillar of support to your client. This will means happiness for them, and it can mean recurring revenue for you. That should be considered a win-win situation.
Make Going Above And Beyond for Your Clients Your New Year’s Resolution
It doesn’t have to be the end of 2020 for you, or this post to make a difference. Giving your clients your all can be an everyday thing.
Still, when ending a crazy year like this one, there’s no better time to be part of something good. Put your heart into your work, and you can make your clients’ next year amazing.