As you establish your visibility on the Web, build your database of loyal fans and interested prospects, and offer products and services, eventually you must sell. That can be a huge stumbling block for many service professionals. I have struggled with the sales process on and off for years. Sometimes it seems natural and other times it does not. But without the sales, all your visiblity building work will be useless. Who cares how many people see and know about you if you can't sustain your business?
Recently I was speaking with Matthew Blom, who had been referred to me as someone I should get to know. During the course of our conversation, he mentioned his S.E.R.V.I.N.G. sales process. I liked his approach and asked Matthew if he would share it with you…
S.E.R.V.I.N.G. Others to Get More Clients
Brandi Starr
Great post, and it definitely resonates with me. I think so many people get so caught up in selling the product/service features and benefits that they connect with their hearts and dreams. Often a sale can be closed without ever discussing the features of the product.
I’d say my process is similar, I really try to understand the persons business, their goals, and what currently pains them so that I can demonstrate how I can help. My most challenging sales conversations are those that want to discuss price right at the beginning. I’m confident in my pricing, but the conversation goes so much smoother when I can sell the value before discussing the price. Any suggestions making those conversations flow more naturally?
Leigh Harris
Love the word “vet” in S.E.R.V.I.N.G. It is so action-oriented – and often where us giving-types stumble. Thanks for the great post!
Roy A. Ackerman, Ph.D., E.A.
Great post- and great idea to let the guest post in!
Kathy Dowsett
Good post!!!!! Thanks for posting this!!!!!
Kathy Dowsett