In business there’s ultimately no difference between making sales and starting a personal relationship.
My name’s Rashid Kotwal.
Let’s say you’re looking for a new relationship. That special other in your life. You have a number of choices.
One, you sit at home with the curtains drawn. But no one knows you exist. Maybe you hope your friends will introduce you to someone.
Alternatively you go to where people are. The pub, social clubs etc. and hang around waiting to see if someone approaches you.
Or you put out an ad on the myriad social media sites where someone can swipe left or right.
But all of these are passive.
But what if you actively put your feelers out. Tell your friends you’re looking for a new relationship so they know to introduce you.
When you see a potential partner, you start a conversation. Determine if there’s interest.
If not, move on.
But if there is a spark, you wouldn’t ask them to marry you right then would you. They’d likely think you’re coming on far too strong and run a mile.
So slowly, slowly, catchee monkey.
You’d woo the other person. Be interested in them. Build up a level of trust and intimacy over time. And then ask for the order – aka marriage.
What’s the difference between that and any sales process in business?
First of all you have to have something of value to sell. And find prospects who could be interested. Then nurture the relationship building up trust. You do this by regular communication, adding value by giving them insights or educational content.
But remember, just adding value isn’t enough. At some point you have to ask for the order. Consummate the deal.
Think of it in terms of nurture, nurture, nudge.
If you just wait, you’ll be waiting a long time. So, if you want to increase you sales take action now and make the calls. Do the nurturing and then ask for the order!
Till next time, this is Rashid Kotwal.