The Internet is full of business advice, some of it’s great and some of it might not fit your needs. However, the bottom line is that advice can only go so far in telling you how to go about building a business, but I’m here to help draw out the core reason of developing your “why”.
Let the work speak for You!
Always start with the “why”. And I know I’ve already given a lot of information in my past blog posts, so in an effort to come back to the basics behind the work, here’s a recap…
Before you sell yourself to your potential client, let the work speak for you.
When you go in and actually help move the needle and help someone in their business, you powerfully serve them.
Remember, at this point, no money has transacted yet, yet you’ve powerfully served them — you’ve already provided value. [This is exactly what my Offer to Serve Methodology is all about. If you have not done so already please sign up for my complimentary training]
Help people, and they’ll come back to you!
Even when the time comes when you’ve already helped them and no offer’s been made, you can easily just say “it might not be time for us to work together and I totally get it, BUT can you give me a referral?” This is the point where you can follow up on the things that you’ve given them already.
Maybe it’s one thing, maybe it’s ten things, regardless, by the time you get to the end, you can say “I’ve been helping you for over the last few months, you think it might be time for us to work together?” And when the time is right, when they’re budget season has refreshed, who do you think they’re going to turn to? Someone from the street that they don’t know? Or someone that’s actually helped them.
Keep in mind, you’re not actually giving away your core service, you have to find that element in what you do and yank out something of value and create that offer to actually help somebody move the needle not all the way, but just a little bit — enough that people feel gratitude that you’ve actually helped them, and then the sky’s the limit for the relationship with them.
When the time is right, when they’re budget season has refreshed, who do you think they’re going to turn to?
From this point, doors open, referrals and connections come in and it’s all completely from a non-sales approach.
When I say this, sometimes I’m asked: “How do you scale this?” And I respond with “You hire salespeople and tell them not to be a salesperson.”
The core is you help people, and they’ll come back to you.
Daniel Moskowitz is the Chief Mentor at Powerful Sales Solutions in Canada and the founder of The Superhero Sales Academy. As a B2B sales professional for over 15 years, closing over 20 million dollars in deals during that time. He has worked in multiple industries and sectors, with hundreds of clients such as the Royal Bank of Canada, Wrigley’s, Jaguar, Rogers, Sunlife, Revera, BackRack, and Flight Centre. He has had the privilege of earning the trust of some of the smartest owners, sales leaders and marketers of the world's largest brands; while also working with many tech and non-tech start-ups and mid-level regional companies. Daniel is on an epic mission to change the way B2B sales are conducted. With a focus on Daniel’s Offer to Serve Methodology, businesses have a positive way to boost sales, develop amazing client relationships, leave a lasting legacy, and grow. Daniel has set a 10-year goal to teach 100,000 Entrepreneurs to sell with love, integrity and gratitude as his way to affect positive change in the world.