How to Deal With a Difficult List- Part 2

Now what is a good hustle?

Well, that all depends on your market/industry. But the very basic definition is "to obtain by forceful action or persuasion."

Of course, no one buys by force but rather by keen insightful persuasion.

Our clients are very knowledgeable about what's in the marketplace and how to obtain it. And your job is to show them the value of your service/productThey have options. So a good hustle is one that you are top of mind at all times and provide insightful persuasion. How can you start doing this? 

1) Being where they are at at all times.

What does this mean?

Simply go to every event possible that provides you the opportunity to interact with your clients and know their business inside and out. This includes but not limited to- events, panels, any social media activations, industry conferences, watching any tent pole event that they are in, following them on LinkedIn, etc. Be everywhere they are....

And if by any chance there is no such thing for your client, then create it for him/her. Create an event for them to have a forum to discuss their business or an outing where they are commemorated for all the hard work he/she does. 

2) Ask yourself- "Would I?" 

If I was X, would I buy this?

Is this helping me?

What's in it for me as the client?

These questions will provide you a new perspective on what you should be telling your client and from where. Many a times as sales people, because we may not have a lot of time and have a budget to hit, we go in with cookie cutter information. Or provide services that really does not make sense for the client. The only way you will garner a relationship and maintain it is by thinking of your clients' needs vs. yours

People want to know the options they have to make an educated decision. They want to be educated on what is out there which will benefit them in the long run. Not what is best for you or your company.

3. Keep the relationship alive

Schedule "lunch and learns." These are hourly breakfast and lunches where you provide food and they come to listen about a topic of choice that will benefit them. These lunch and learns are mainly based on research, marketplace information and a hint or two on how your product fits into it.

You can also utilize these LL's as "social hours" as well. For instance, one of my colleagues is a mastermind on being top of mind. Of making himself in demand whenever any client is asking for anything in the marketplace. One of the ways that he does this is by hosting Meet and Greet Breakfasts/Lunches where he provides food (Achilles heel for everyone except in January when everyone is on a diet), and does games, give-aways or other during that hour. He gets the entire group to sign up his attendance sheet in order to get a prize. It works marvellously. Everyone loves going to the events, and in return he starts creating a relationship and staying top of mind. 

4. Use the phone to call

Yes, I know that we rather text or send email to communicate. But believe me when I tell you.... calling is effective. 

No, I'm not talking about cold calling. I'm talking about simply calling clients to catch up with them for a few minutes and perhaps provide some quick update on the industry or information that will benefit them. Actually have a conversation to know how they are doing and their world. 

I know that you most likely are saying, but no one picks up the phone anymore. That may be true but they will definitely pick it up for people they want to hear from. Become the person they want to hear from, and believe me you will have a client for life (even a friend). 

These are a few ideas but of course there are many more... So find your hustle, your style of being, your way to set yourself apart so that you can then find the magic word that will open up your list's gold.

Once you do that, you will be raking in the dough.

xo,

Clara