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Relationships| Article #113 :RELATIONSHIP SELLING – PART 1

What most people don't realize, and it's one of the main reasons that they are not successful with their business, is that they don't sell products and services. They sell themselves. We live in a world where people are very skeptical of just about everything. Their general belief is that if it sounds too good to be true, it probably is. Because of this preconceived notion, it is very hard to sell a person anything. However, there is a way to make the sales process easier. How? To sell yourself.

Let's face it. We all look for somebody we feel we can trust. How many times have you gone out and purchased something because a good friend of yours said it was good? We do it all the time. That's why referral business is the most important thing. There is nothing worth more than somebody telling another person that they just went to the new Charlie's Chicken Shack and it was the best fried chicken they ever ate. You don't think the person they told is going to try it out at least just once? And think about it, it didn't cost Charlie's Chicken Shack one DIME of advertising. Just a satisfied customer spreading the word to a friend. What sold the friend was not that Charlie's proved to be so great but that he trusted the person who told him it was good.

Granted, on the Internet, it's a little harder. We are dealing with people, for the most part, who we don't know. So we don't have their trust just yet. We can recommend something to them all we want, but without them knowing who we are or trusting us, we have very little chance of getting them to at least try the product or service. So this is where we have to use a little bit of brain power to earn the trust of these people. To do that, we have to first sell ourselves as somebody who is trustworthy. There are many ways we can do this, which we will be covering in this series as it progresses.

The one thing you must realize, and if you get nothing else from this series but this, it's that you can't sell somebody a product or service until you really do have their trust. This means that in whatever approach you use, the last thing you should do is bring up anything to do with sales. Don't give them the link to your product to buy it, no matter what you've put in your initial contact with them. You have to make them want you to send them more info. You have to make them write back to you and tell you how much they appreciated your honesty. Once you have their interest, then you can start to send them your offer or offers.

In our next installment in this series, we're going to go over how to get the relationship sale by becoming their expert. This doesn't mean that you have to literally be an expert. But you certainly do know more about your product or service than they do. We'll go over how to use this to your advantage in our next issue.

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