Mindset Matters... You Are What Your Clients Say You Are!Nov 22, 2020
“Assumptions are the termites of relationships."
I'm deeply concerned many in sales have taken their clients for granted.
They continuously struggle with building, nurturing and growing their relationships.
Building relationships with your clients is not a light switch you turn on then off. It's the emotional, human and the heartfelt connection you make with each and every one of them.
Curious to know... when is the last time you asked one of your clients what they thought of you?
Now, I would like for you to reflect on the following statement...
Whose fault is it that you're being pigeon-holed as a commodity?
It doesn't matter how excellent you think you are; your success depends first and foremost on how you are perceived in your clients’ minds when responding to their ever-changing needs.
John Mackey (CEO, Whole Foods) nails it,
“For us, our most important stakeholder is not our stockholders, it is our customers. We’re in business to serve the needs and desires of our core customer base.”
I am firm believer that client perception is their reality. It's about their mindset. What they think of you does matter.
Here's the deal... society doesn't trust you; they think you're full of bull crap and they're skeptical about most things that come out of your mouth.
A stereotypical mindset runs rampant within our society when it comes to salespeople.
Relationship and promise bridges have crumbled as moments of being let down are all too fresh in their mind.
This stark reality places a damper on those 'sales professionals' who place their clients on a pedestal, placing their needs above their very own. They are faced with widespread prejudice and prejudgement that they must overcome.
Here's the cold hard truth, your client's mindset impacts you. You must realize what you say, what you do and how you approach problems will have an immediate and direct impact on your success.
How well do you truly know your clients and how well do they know you?
The one thing that counts is what your clients think of you. You are what your clients say you are!
"Perception is reality. If you are perceived to be something, you might as well be it because that's the truth in people's minds."
START WITH YOUR MINDSET
You must be willing to change your mindset in order to change their perception.
Truly get to know your clients, take your sales hat off, roll up your sleeves and engage in healthy conversations.
- Are you having meaningful conversations with your clients outside of the selling process?
- How many relationships inside their company are you developing and nourishing?
You must develop a sincere desire and demonstrate you're interested in your client's world and what motivates them.
When was the last time you had a conversation with one your clients that didn't involve trying to sell them something?
CHANGE THEIR MINDSET
If you want to be viewed as being 'great', if you want to be viewed as a true 'sales professional' then learn to become a servant. Stop selling…Start serving... Start being a leader and lead with your heart!
Quite frankly, many of you may find it exhausting but those sales professionals who lead with their heart and seek to serve their clients, change how they're perceived immediately.
Adopting a servant led mindset takes a conscious effort. You must learn and commit to developing self-effectiveness in areas such as:
- Building Community & Networks
- Foresight & Vision
At the heart of stewardship is the careful nurturing of trust. It's about the trust your clients have placed in you. And with all relationships, so much of trust boils down to how well you transparently communicate.
Make the commitment to grow relationships not for sales sake but with a genuine and sincere heart. What winds up happening is you build a great community of clients.
You are what your clients say you are
BRING A SERVING MINDSET
You serve as the liaison between your client, your company and your products and services.
Learn to serve with each and every client. Lead with your heart.
- A servant has a sincere, genuine and authentic desire to serve
- A servant is all in and digs in deep
- A servant is focused in on serving the needs of the person sitting right in front of them.
A servant gives a rip! Do you?
We all have an opportunity to serve. I can't think of a greater return on investment.
A Servants mindset:
- I want to please you
- I want to make you feel special
- I want you to know I love having you as a client
- Making you happy, it's not my job, it is my purpose!
Your clients must become your purpose and your passion.
BRING A LISTENING MINDSET
“Listen to the sound of the river, and you will catch fish.”
Old Irish Proverb
Listen with intent to learn and without an agenda. It's not about you, your wants nor needs, it's about your clients. Too many salespeople are coming to the business table with knives, forks and their own agenda.
Stop thinking about your quotas and commissions.
Ditch the hidden agenda. Sincerely focus on your client and how what you sell can best serve their hopes, dreams and goals.
Zig Ziglar said it best,
“You can have everything in life that you want if you just give enough other people what they want.”
Sales professionals seek to understand the needs, concerns, desires, issues, challenges and listen with curious intent.
A sales rep sells products, a professional sells a solution to the clients' problems.
Are you starting to the get the picture?
BRING AN APPRECIATION MINDSET
How your clients feel about you and their willingness to continue doing business with you are closely related. If they feel valued and are treated with care and attention, aren't they more likely to remain loyal?
A major factor to the client experience is appreciation. How are surprising and delighting your clients throughout the year?
Appreciation, it takes practice, consistency and the true understanding of people.
"The appreciation of pleasure can be the anchor of humanity."
I believe integrating the use of SendOutCards is hands down how you ratchet up relationship building and appreciation.
How are you creating an emotional one-to-one connection and a memorable experience?
I guarantee a personalized card and tugging on one's heart strings, the card will never be thrown away.
Send a card on me to one of your clients...
Let me know the response. I promise you'll create loyal clients and a memorable experience worth talking about.
A true human connection lives beyond surface level.
IT'S YOUR RESPONSIBILITY
I believe it is your responsibility to understand what your clients say about you. As a sales professional who is focused on long-term success, it is your main responsibility to profitably serve your clients.
By learning to change their perception of you, you will slowly but surely, eliminate the negative perception of salespeople.
The perception and mindset your clients have of you will not change overnight. Creating a positive mindset takes your commitment as well as consistent action to develop and refine the image you want your clients to see.
Approach each client with the utmost of integrity. Remember, be authentic, be real, be genuine and most of all sell from the heart!