Does the person you are speaking to have a need for what you offer?

This question should be upper most in your mind in every discussion.

Why do I say that? It is because business life is very busy these days. Do you want to spend a great amount of time with someone who has no need for your product or service? I hope you said no. So what do you do?

1.      Learn how to build rapport quicker with the potential client.

2.      Develop a number of key questions that you will ask to find out where this potential client stands when it comes to a need for your product or service.

3.      Be prepared to move on if you don’t hear what you want to hear. But do it in a positive way.

When will you start this 3 step action plan?

Is your business card giving you more than its perceived value?

You may be wondering what I am talking about.

I now believe that a business card can be used more effectively than I’ve used it before. The reason why my attitude has changed was because of a number of incidences in my business life.

For years a business card for me was just a give away. Now I know it can be used to really draw attention to the type of work or service I am offering. Let me give you a few examples;

1. You meet someone and had a very quick exchange of ideas. The person says they would like to continue the discussion. When you give them your card, what would be wrong with putting a couple of words on the card to remind them of what you were talking about?
2. What about including a unique logo on your business card that is a graphic example of the type of work you do. After you give them you card you state; ‘By the way you might be interested to note the graphic I have on your card.” Then you take a few seconds to explain what it means. Can you see you how your introduction will be more memorable?

These are just a few examples on how you can use your business card for better results.

When will you update your business card?

Are you providing solutions or selling products and services?

There is a big difference in the customers eyes, isn’t there?

When you provide solutions you have a through understanding of your future client’s wishes, wants and needs. If you are selling products it is based mainly on price and what you are promoting in this time period. If you are selling products you are more than likely going to be experiencing the potential client’s doubts about your offering especially about price.

So what can you do?

1. You need to get to know your future client on a more intimate level. What are their special interests? Are they married? What are their inner values?
2. You need to understand their problems on a deeper emotional level. So you need to ask significant questions.
3. You need to be firm in offering a solution, but you never need to be pushy. You don’t need to be pushy because if you understand their wishes, wants and needs you can explain to the future client how what you are offering meets those needs.

When can you start today to become an advisor not a pusher of products or services?

If you are in sales do you find it hard to work with some business owners?

Could it be that you don’t understand their attitude?

Let me give you an example; an advisor approaches you with a unique suggestion that they would like to help you out with. It is in an area that you are having difficulty with. Do you automatically say no or yes?

Let’s look at the types of owners, so you can judge where you fit;

• The ‘ill-tempered’ lone proprietor who is skeptical of any advice.
• The ‘do it yourself’ owner will listen and is very confident in their own ability.
• The ‘unprepared’ are as their title states are not organized.
• The ‘second career’ business owners are likely to have a trust issue with you.

So what do you do?

You have to get more creative in your approach if you want to connect with more business owners. You can’t do business the way you’ve always done it. You have to improve your own abilities to get them to say – ‘Why not?’ to your proposals.

What can you do today that will help you get more creative in your approach?

Does your business vision appear to be limited at times?

In other words do you have doubts about the future of your business?

I believe that most business people have struggled with this at times. The key understanding is to realize that at times you are going to feel that way. I say that so when you get those negative thoughts you can say to yourself ‘I expected this.’

What do you do to overcome those negative feelings?

1. Think back to when you started your business and ask, ‘Why did I start this?’
2. Then ask yourself, ‘What were the emotional reasons for starting it?’
3. Now ask yourself the tough question, ‘What has changed so that I don’t have my passion anymore?’
4. Then ask, ‘How will not having my passion affect the business?
5. Finally create a list of the impact these negatives will have on you, your family and anyone else that has some sort of a vested interest in your business.

If this doesn’t jump start your passion – sell the business quick.