Learning in business never stops, especially if you are running one because you are solving a problem, some go in for the freedom, which is a big lie until you are able to grow it to up to a billion in Dollars, We have seen it happen, we have worked relentless to fulfill the ambition of entrepreneurs that we have had a chance to grow with, It is superficial journey, one that you can not walk by yourself or the team but along with your client, That kind of relationship is priceless but worth to learn from,
To establish a collaborative and effective working relationship with potential clients, I employ a specific approach during sales conversations. Rather than sitting on opposite sides of the table, I aim to sit next to them, aligning our perspectives and fostering a sense of partnership. It is crucial for clients to feel that I am not just thinking “with” them but “for” them.
To achieve this, I avoid jumping to conclusions during initial discussions. For instance, if a client asserts their need for Facebook ads, my response is cautious. I express that we might not have a clear understanding of their actual requirements, given their extensive experience in their business. Instead of immediately pushing for a sale, I propose conducting an in-depth audit of their business, reviewing all aspects.
This approach transforms the interaction into a collaborative one, enabling a mutual exchange of ideas and identifying opportunities. Furthermore, I make it a point to be transparent about any challenges or obstacles that may arise. This candidness builds trust with the client. For example, if I determine that pursuing a specific strategy is not realistic, I openly communicate this, which can even involve advising against spending their resources on a particular channel.
This upfront honesty and guidance lead to a high level of trust, making clients more receptive to future collaboration. When dealing with successful business owners, often alpha personalities, it’s crucial to frame suggestions and feedback delicately. Rather than dictating what they should do, I opt for a softer approach, asking if they have ever considered certain strategies or alternatives.
This method encourages clients to evaluate the ideas from their perspective, fostering a sense of collaboration. The ultimate goal is to convey the value of our services, even if they come at a higher price point. In cases of price objections, I take a logical approach. I systematically break down the costs and compare them to competitors offering cheaper alternatives. By engaging the client in a numerical analysis,
we arrive at a clear understanding of the value we bring. This approach challenges the misconception that agencies have exorbitant margins and helps clients realize that investing in a dedicated team that works with fewer clients can lead to better results. Additionally, when clients express concerns about upfront payments, I frame the objection in a way that emphasizes the long-term benefits of our services.
This strategic approach aims to create a win-win situation and highlight the value of our collaboration. In summary, my approach revolves around establishing a collaborative and transparent relationship with clients, ensuring they understand the value we provide and leading to more successful partnerships.
