Who Gets Three Times More Referrals Than Salespeople Do?
Who gets three times more referrals than salespeople do? The answer to that question is Experts. How are you an expert at what you do?
First off, look at what you do. What do you specialize in? Many companies say they specialize in seven different things (I’m only SLIGHTLY exaggerating). The reality is you can’t specialize in everything. If you specialize in everything then by definition you’re not specializing in anything.
How do you decide what to focus on? Focus on your passion. What do you want to do with this life? Life is way too short to just ride by your coattails and wonder about every single day month week year kind of thing. Ask yourself what you enjoy the most out of this crazy business? Decide. Pursue. Focus on that. Learn EVERYTHING you can about that subject matter.
On the business side, you don’t need to be an expert, you need to hire them.
Focus on your vision and a plan of where you want to be in 1, 2 and 5 years. If there are areas that you are not strong in, hire experts in that field to work for you. Regardless of hiring experts, you still need to know some basics. You should know your basic numbers, your cogs, and where your money is going.
Now, how do you translate your expertise to your potential client in the sales meeting? What you really need to do is find a problem they have. Be the expert by drawing upon your years of knowledge and expertise, and figure out how you can solve that problem for them. Key tip: Only solve ONE problem for them in the initial meeting. Never give away the farm. By doing this, you whet their appetite a little more for them to understand what they can truly achieve by partnering with an expert like yourself.
Now, if after reading this you understand that you are not an expert in certain areas, stop lying to yourself and your clients by saying that you are.
Do the work to become an expert in your field. Put in the time and create the contacts to help yourself get there. The end result will be more knowledge, more respect and more money in your bank account.
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