It’s About People
You have to truly like people and really want to help them-not just fill a need but make sure that what you are doing is the right thing at the right time and at a price they can afford.  You need to have established a relationship with them to the point that you can continue to do business with them, and you both feel comfortable.

Communicate
Communications isn’t talking about your subject and knowing the jargon as much as it is listening to what your client is telling you, and not telling you.  You have two eyes and two ears and only one mouth; use them proportionately.

Make it Relevant
Speak with your clients in their language.  By explaining how your solutions are relevant to them, they will understand the benefits of your service.

Timing
It’s about persistence, timing and ordinary things.  It takes a number of “touches” to persuade a client that your products and services are right for them.  Stay in touch!  By maintaining contact and having relevant conversations, often about ordinary things, you will gain a greater understanding of your client’s business, fiscal year and purchasing cycles, so you can time your presentations and calls for greater success.

Last Word
There is no magic bullet.  Success comes from talking to a lot of people, and maintaining contact, and doing what you said you would do.

 If I can leave you with one word of advice: Get some great business cards, and NEVER leave home without them.

Margaret Pennyfather is a Sales and Marketing Professional with exposure to a wide range of businesses.  Her Sales and Marketing Consulting Services are available to businesses from Marketing Network Associates and can be reached via email at penny1_m@hotmail.com. 

Copyright © Margaret Pennyfather

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