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It’s hard to pass up on buying new gear, new equipment. There is always something cool and cutting edge out there. And, we feel compelled to keep up with our competition. We hope this will improve our work, give us something unique to offer the client. So, we purchase and run with it…. Only for a few months… Until the next big thing.
The client could care less. Sure – they want quality and they want delivery. But ultimately, there is only ONE thing the client cares about: YOU!
The client wants to know that you are listening and want to meet his or her needs.
The client wants a RELATIONSHIP.
We all want this. We all want to know that whomever we hire for whatever we need is listening to what we say. We take our car to the mechanic. Do we care what tool he is using to fix the thinga-majigger? Nope. All we care about is that he is listening to our needs. We care that he is trustworthy and dependable and is quoting us a fair price for the work done. We want to know that he is looking out for our best interest. I had a mechanic like this when I lived in LA. I still dream of driving my broken down car 3000 miles cross-country just to have John do the repairs. Why? Because I know he listened to me. And, I trusted him. And, I liked the guy. I wanted (and still want) to do business with John.
When you stop to think about this, the client’s needs are quite simple. The client wants a relationship with YOU. Sure, your work will impress him. You bet that she’ll want to know you can deliver. But ultimately this all boils down to WHO YOU ARE. Are you listening to him? Are you helping them? Are you kind? Are you trustworthy? Are you fun?
We are in the business of selling relationship, nothing more.
Wanna learn more? Visit Sage Wedding Pros’ blog for more on sales to the wedding and event industries.