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Help Your Way to More Sales

Written by: Cheryl A. Clausen

Article Overview: People buy because they want something they don’t have, they want to avoid something, or they want to solve a problem. They’re looking for someone to help them. Can you be the exact person to provide that help?

Help Your Way to More Sales

People buy because they want something they don’t have, they want to avoid something, or they want to solve a problem. They’re looking for someone to help them. Can you be the exact person to provide that help?

Sometimes salespeople and small business owners are afraid to help because they don’t want to encourage the Freddy Freeloaders. You fear if you help them once they’re going to expect a freebie all the time. You certainly don’t want to train people to think they can expect you to provide all the help they need for free.

Yet there is a time and place for free. This is especially true when you’re talking about strangers. And converting strangers to clients is the key to your future sales success.

Offering something free is a good way to get a stranger to act. You offer them help with what you already know they want help with. This act of generosity opens the door to start a relationship.

While they may appreciate this free information it may not be enough for them to trust you yet. They can’t buy from someone they don’t trust. They can’t trust you until they know a little more about you.

You also need to ask yourself, “What’s the harm in free?” Some of the strangers who enter your life will never work with you. They’ll hang out getting free as long as you keep giving.

Yet, even though they themselves will never buy if they like what they get for free they’re likely to tell others who will buy about you. Now the person they referred comes to you with a recommendation. That person is likely to buy sooner than someone who comes to you without knowing anything about you.

Helping others is actually a win-win-win. The person who receives your help wins whether they buy or not. That person also wins when they refer you to others because it makes them both look and feel good. You win because some of the people they tell about you will buy from you.

The key on your part is knowing what the people coming to you want. Then communicating to them about what they want and helping them buy what they want. There’s no point in talking about features and benefits that you like if the people you’re communicating with don’t care about them. Tailor what you offer and how you offer it to meet the needs of your ideal clients.

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Article Tags: exact person, freddy, freebie, freeloaders, future sales, generosity, helping others, relationship, sales success, salespeople, small business owners, stranger, time and place



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