I just edited the About page on this website.
As I tweaked the page (something I should probably do every week), I thought about what potential clients understand about me when I go visit them.
- What do they think I’m all about?
- Am I about using them to support my family?
- Am I about helping them build their business or protect their nonprofit?
- Am I desperate to make a sale out of fear?
- Am I about creating value?
- Do I need their business or do I understand the world’s a pretty huge place and there’s plenty of business to go around?
- Do I know my product and what change I can bring about in my client’s world?
- Why am I selling them what I’m selling?
What is the one goal that you have with each client?
Where is your heart in the situation? What do you hope to accomplish?
One thing I’m sure of: If I’m not clear on what I’m about, then their assumptions are going to be correct regardless of what those assumptions are.
[Tweet “If you don’t determine your purpose, your clients will make their own assumptions”]
While the application of your products and services might be different for various clients, you still can develop one clear idea that defines what you are all about as a consultative, value-providing, salesperson.
Get clear on what you’re about and why you do what you do. Eventually, your clients will become clear on it to.