Skill + Do
Not all servicing scenarios present an opportunity for you to slip into selling mode, but be aware of all your opportunities with clients to discuss your value.
You are very aware your offering is imperfect; that means servicing opportunities may occur as soon as the ink dries on the contract (…alright, as soon as the DocuSign is done.)
Interacting with your customers is a great chance to reinforce your value, even when they might be piping mad from an error or execution snafu.
That’s okay; stuff happens. You’ll fix it. And, of course, you’ll focus on the fix.
BUT, every interaction short of when clients are irate must be viewed as a selling opportunity. A soft-selling opportunity.
The TOP 10% don’t consciously think about selling or servicing because they’re always sneaking benefits into their conversations with buyers. You’re the best judge on how/when to shift to selling mode, but the point is don’t lose an opportunity to learn about your customer and their needs.
Your customer may need more of what you got, and servicing conversations could be the path toward helping them spend more with you!
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Tomorrow - May 10 - 11
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Laugh and your world changes
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Today - May 9
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Wow a customer, get a referral
Read MoreAsking clients for intros inside their organizations doesn’t just help you get meetings; it is also a fast track to learning how they think about your offering. They won’t intro you if they don’t like you.
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May 8
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Read More
TOP 10% meeting prep
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May 7
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Today is Give Yourself a Break day.
Read MoreIndeed, you deserve a break today…and tomorrow. Be as good at practicing self-deprecating humor, grace, and forgiveness as you are at practicing your presentations.
"No one knows the cost of a defective product. You know the cost of replacing it, but not the cost of a dissatisfied customer." W. Edwards Deming
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