I suck at selling. In the history of business, I doubt there is anyone worse at sales then I am. Sales requires a cutthroat, aggressive personality that I just have no interest in developing.
It is this skill set – or lack there of – that drove me to find a better way of bringing in new clients. We have been in business for quite a long time. And somewhere between 85-90% of our new clients are referral based. Now that may sound like a ringing endorsement from our current customers (and it is) but it also presents a very specific problem when it comes to workflow.
I can’t control when a new client comes in and if there is anything I hate, it’s uncertainty. Yes, your clients love you. That is fantastic. Brand Ambassadors are hard to come by and even harder to keep engaged so if your clients are that enthusiastic about your company, you are obviously doing something right.
But in order to survive, you have to grow and growing involves convincing new people that you’re their guy (or gal) Back in the day this involved purchasing airtime and sending out promotional materials. But in order to cut through the noise you have to offer people a clear choice. You have to give them something of value. It’s not enough to talk about your product or service – no one cares- what they care about is what you can do for them.
Position yourself as a though leader, someone who gives them value whenever then interact with your Brand and an interesting thing will happen. They will see you as a thought leader and you will be top of mind when they have a problem. How do you create customer loyalty? It’s always about solving problems and adding value to their lives.
By using inbound marketing – bringing the customer to your door, you are eliminating the need to ‘sell’ them. The prospect comes to you with an understanding of your capabilities and a level of trust based on a consistent, positive interaction with your Brand.
Understand this process is by no means immediate and to capitalize on it requires a sustained effort on your part but it will open a door to start a dialogue about how you can best help them to achieve their goals. Because remember – It’s not about you. It’s about them.
We Can Help
3D Studios helps businesses grow their influence and their brands. As a boutique brand management agency, we begin with a thorough analysis of your needs and partner with you to develop and execute a marketing plan that will help you take your business to the next level. To learn more about how 3D Studios can help you, visit us at www.3Dstudios.net or call 914-304-4229.
