What is consultative selling? What about transactional selling? What’s the difference and which one is best for you? This video will answer these questions and make a case for which one 99% of businesses should adapt and adopt.
- Whether or not they are going to do more business with you
- Whether or not they are going to jump ship when that sexy franchise pops up down the block and says “hey, we can do this for about $5 cheaper, why don’t you do business with us?” and then you are wondering, I’ve been serving them for five years, how come they would just jump? Well, the reason is there is not enough relationship there. There is not enough foundation, so think about that.
The consultative approach is about helping your existing clients buy more and buy more often, because it is the right thing for them to do and not because you want to make another sale. Think about what I just said. Because it is the right thing for them, not because you want a quick sale. However, oftentimes, that does work hand in hand, when you are thinking of them and you are genuinely focused on helping others, typically it comes back to you. I am not going to get into how that works – it is just how the universe works. Believe it or not, it is what it is.The idea here is that you are finding ways to add more value to your existing clients. This develops relationships. When they general have that warm and fuzzy feeling, they do not jump ship very quickly. They become more loyal when you are more loyal to them because you are taking on more of a consultative persona versus “slam-bam-thank-you-ma’am please step out of the way because the person behind you wants to buy” I want you to think about this for your business: Are you consultative or are you transactional and what steps can you be taking to make your business more consultative? And, I will give you a little hint: it has a lot to do with your marketing. It has a lot to do with the content that you are providing your audience to read, to watch, to listen to – this video is a great example of that. It is part of my consultative approach to you – my audience watching this. Now, if I knew it was just one of you I would call you by name because, yes, this really is meant for you! Again, it is a consultative approach, so think about it, what is your approach? Are you easily replaceable? Are you genuinely looking to help your target market – your audience because it is the right thing for them? Dean Mercado with Online Marketing Muscle would love to hear your thoughts on this… Here’s to your success!