Don’t Just Be Nice Anymore
Our clients and those experienced reps have found that being nice is no longer satisfactory. Businesses aren’t just buying from people who are nice—who can look them in the eye, shake their hand, and go out for drinks. Today, businesses are looking for an enhanced business relationship where you can show them how valuable—from a monetary sense—you are to their business. You need to show them how you can save and make them money. They’re looking for new ideas and insights to grow their business. They’re looking if you care enough about them and their business that you are willing to confidently address problems and provide solutions. More importantly, don’t be afraid of thinking that you might be insulting them by suggesting new ideas.
You Need to Educate Businesses
Business people, buyers, influencers, and customers today need to be educated. They need to understand what is going on around them and how they can take advantage of that to grow their business. When you bring them those new ideas, they deepen their relationship with you because, literally, their brain is telling them, “You care enough about my business to actually have made me uncomfortable by putting a risk out there.”
What new ideas or insights can you bring to your customers on a regular basis? What new ways are you proposing to not only help them succeed, but to also deepen your relationship? Indeed, being nice doesn’t cut it anymore.