My job description includes data entry, call center, managing programmers, sales, marketing, answering emails, strategy, data management and more. However, since my main salesperson has been too busy to do outbound sales calls, I am forced to. I am happy to report that I am a better salesperson than I thought. I was able to sell over ten thousand dollars worth of advertising above and beyond what we normally sell. And that was using only a few hours per day. I can’t sell all day long as I have other responsibilities. But today, I became aware of one of the most powerful selling techniques ever. Combining helping people with sales.
When I call people on my directory to sell them something they don’t always have, I always take a look at their listing. It is often the case that there is something garbled, unclear or omitted in their notes section. I am an expert at cleaning up notes sections on online profiles as I have been doing this for fifteen years. One of the books I’m selling has cutting edge tips on how to do better in the Notary business. When I get to describing the chapter that has sixteen pages all about how to write a superior notes section, I always look at the person’s notes section and give them a free makeover. People are much more happy to buy from you if you show that you are useful in ways that they value.
I find that my clients need a lot of help from me, but rarely get around to asking. It is easier for them if I offer and do it for them without them even needing to ask. Being a directory owner, I am very aware of the fact that the better the quality of the listings I have, the more traffic I’ll get on my directory. It’s the old, “We don’t look good unless you look good” principle.
Since I know more about the industry I’m in than my clients do, they like it when they get information from me. Information is king these days. I have a lively blog where I constantly post tips and stories for their entertainment and betterment. I don’t only post facts. I try to make the blog diversified and fun so that they will enjoy reading. By virtue of the fact that so many people find my blog to be entertaining, more people come regularly which means they will absorb more valuable information. The people who are regulars on my blog are much more willing to spend money on me since they value the free information I have given them and also because they sort of know me by virtue of their reading of materials that I crafted.
In short, there are many things you can do to give value to your clients. The more value you give them in a pleasant way, and the better they know you — the more they will spend. So, start giving more and you will receive more! There is a shortage of people out there who are friendly and useful. Be one of them!