Page 4 - Get More Business 2022 v1

get more business

4

Approach each customer with the idea of helping
them solve a problem or achieve a goal, not of
selling a product or service. Brian Tracy.

It is about helping and serving others. If you are confident, proud of what you do and
offer to the world - and believe the customer will benefit from it – selling is a service -
it is not transactional. This is a mindset and skillset. As Dan Pink says everyone sells
when they seek to influence others. Even if you are not tasked with selling in your
business, you still need to sell yourself; and you get the chance in your work to create
opportunities for others.

The fundamentals you need to grasp :

1. The first thing you are selling is YOU – so your impact, outlook and reputation matter.
2. You are a problem solver and opportunity creator – you are there to help them not
GET MORE BUSINESS
close them!
3. Actively listen and engage with customers more than you talk – internalize what they
are saying and act on it.

4. Grab a niche aligned with your expertise and tell the stories that help customers buy
from you.

5. Know your ideal customer – create a persona for them - know you want to sell to them
because your product or service will help them.
6. Understand what motivates your customers to buy – by empathizing and
understanding who they are – go deep not superficial to get to the experience they
want to have.

7. Keep at it and persevere – small consistent steps every day – embrace obstacles and
objections as opportunities to understand more and help not barriers to stop you.
INTRODUCTION
8. Get social online and in person – go where your buyers are – actively participate on
Facebook, Twitter and LinkedIn to build relationships and gain insights.

9. Keep it real and keep it personal – meaningful and authentic not fake.
10. Communicate succinctly and keep it simple – learn to write and use video well.