Being able to sell your product or service is a necessary tool to having success in your business.  If you own a business or work in sales, this episode is for you! Cam teaches her 4 step method on selling your products while also serving your clients.

4 Steps to Selling Your Clients

1. LISTEN + UNDERSTAND
2. SERVE + LEAD
3. OVERCOME + OVER DELIVER
4. SERVE + CLOSE

Listen + Understand

When a client first reaches out, it is the salesperson’s job to listen and understand their needs. Clients have an imaginary bridge of trust that they have to overcome in order to fully trust you before they will book. Your clients need to trust your product, your services, and your people. They want to know that your products will arrive on time at their event in good condition. Your clients will tell you exactly what they want and what trust hurdles they need to overcome.

When your client is expressing their trust hurdles, write it all down. Make sure you include what they say in your messaging back to them so that they know you were listening. Understand exactly what your client wants, what motivates them, and assure them that your team is fully equipped.

Serve + Lead

Servant Leadership — We are giving. We believe to whom much is given, much is expected. We believe in showing up for others with our hands, our hearts, and our finances.

Be of use to your clients during the sales process. Go out of your way to serve them beyond what they asked for. One way we do this is by referring them to other vendors they may need. Practice servant leadership by leading them to where they want to go!  Leading your client will add another layer of trust + will ease any fears they have. Master your industry so you can lead and serve out of abundance of knowledge.

Overcome + Over Deliver

Remember when you listened to what they want? Now overdeliver in what you quote your clients! Did they say they really want an environment for their guests to feel warm and invited? Throw in some pillows to overdeliver. Remember that bridge of trust they have to overcome? Now’s the time to shine. Take everything they have told you so far, then do what you need to do to overcome their trust bridge. Show them your amazing products by inviting them in for a tour or create renderings, send them your review, or even have your delivery lead call them. All of these things will help your client trust you.

Serve + Close

Continue to serve your client throughout the whole process. Make sure that they feel taken care of every step of the way. Closing a sale can be challenging if they haven’t been able to cross that trust bridge yet, so make it easy for them. There’s no way they won’t book you if they love it all! Another way to make the experience easy for your clients is to have online signatures and payment options available through smart phones. Remember, the sales process isn’t over after they book. Keep up the relationship with them after their event, on the one year anniversary, or close to the annual conference timing. Keep in contact with them to ensure future bookings.  

If you loved this sales training, grab our SOP Bundle for our full sales process and more.