Question: Are you selling your services?
The real deal is, people do not buy your services. If I may say it candidly, no person buys financial planning, no one buys consultancy, no one buys coaching.
Then what sells?
People buy solutions. Think of this: you do not go to your doctor just to get injected, or to get medicine. You go to your doctor for a solution to something that is ailing you. The medications are simply tools that the doctor uses to treat your health problem. You pay for the doctor’s service because you trust that his diagnosis is the right one. You don’t go to any doctor but the one you have proven to suggest the methods so you can recuperate.
People in the business realm will sense when you are too focused on yourself and only bent on how you can gain from them. This character will not allow you to succeed in fostering business with them on a long term basis.
Consequently, when people know that you are constantly reliable to provide them a solution, people come to you to get your services. Hence, services are not what you are selling. People buy YOU– your competence for handling problems and applying due solutions to your client’s needs.
Take the spotlight away from you and shift that concentration on your clients or customers.
Individuals and likewise, corporations, decide to hire people that they trust can solve their problems for them. They must also know all solutions you can offer to their problems and the results that will take place, if they decide to hire your service.
People, essentially, buy your intelligence and your smarts. They want someone that can transmit a positive impact on their lives and their endeavors. The more you bring focus in perceiving their problems, the more you earn their trust that you are the right person they have to be working with.
In the end, you are actually selling the relationship, that which your client can obtain when they hire you. It is never services you sell as the product itself.
You give first, in order to gain. Goodwill to others, definitely, yields conquest!