January 13, 2023

HRA 17: Sales Tip - Sales Is All About Relationships

2 minutes

Here are five steps for building successful relationships:

Bring integrity to your relationships - it's about focusing entirely on your client's needs and being part of their solution. Ask questions - Do they want to fill their pipeline with new business? Are they trying to get a new product out in the world? Are they trying to capture market share? Set aside your voice and listen to their needs.

Always take selling out of your first meeting - make it a discovery call & do your research about them and their company. Ask about existing and past advertising campaigns, who are their customers, what are their growth goals, what is their expectations from a campaign, etc. Be curious - remember step #1.

Continue to build trust by including personal touch points and digital touch points when building a new relationship or maintaining an existing one. Have conversations with your potential clients, send them data to help them decide if they are going to work with you - include your podcast, sales data, current client testimonials, case studies, and HOW you can help them achieve their goals. Many salespeople forget to include the HOW - be relevant.

Position yourself as the transformative person they can work with to help them achieve their goals. Acknowledge their issue, perhaps discover more, you want to be the expert to make their life better. Be their agent of possibility and introduce a new way to help them reach their goals.

Once you start working with a new client, remember to continue to develop the relationship by sending marquee updates about their campaign, relevant news in their industry, offer monthly check-ins to gauge satisfaction and traction. Reach out weekly with relevant information your new client can benefit from, and continue to pay attention to them. Securing a deal is only the beginning - be present and attentive.

If you are interested in advertising with us, please email [email protected], and we will get back to you ASAP.

Host: Lisa Laporte

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