Relationship Sales

770 marketing images daily. 5 new contacts daily. 10 sales calls daily. 300 emails daily. 2,500 new content posts on your area of expertise daily (this one is totally a guess.)

How do you stand out?

The holy grail of any sales person is the ability to get the appointment that reaps time to build a relationship with a prospective client. Perhaps you’ll meet 3-4 times prior to closing a deal; maybe more. If you’re lucky, after a couple meetings you’ll get some time on the golf course with them. Smart business leaders know that 4 hours on the links proves to be just as valuable for the client as it is for the salesman. Several studies have actually verified that business owners whom golf earn 17% more than those who don’t while 84% of executives surveyed found golf to be an important currency in the business world. It simply gets you where you need to be, faster.

So what if you don’t golf?

Well, it’s time to learn. NetworkAndGolf (www.NetworkAndGolf.com) will be creating handicap specific networking events starting spring of 2017. You can learn the sport with other business leaders while you get to grow your business. Visit their site to get an early invitation.

And if you do golf?

Join golf networking groups or leverage NetworkAndGolf (www.NetworkAndGolf.com) to meet the people you want (and need) to meet directly on the links. Stop wasting time looking for appointments. In late spring you’ll be able to invite others to golf and set up tee times for both of you in seconds. You’ll be able to see whose golfing and join foursomes while you travel or at home with other business golfers looking to network.

Here are some other steps to help you build better relationships and stand out from your competition:

  1. Do your homework

Do you pick up the phone and call someone and have nothing to talk about besides getting an appointment or selling your wares? This happens to me 10 times a day from solicitors. When I pick up a phone and someone has done his homework (i.e. has read things I’ve posted, knows about my companies, has checked out my Facebook page and has taken a genuine interest…) that’s a call that’s easier to take.

2. Appropriately target your audience first.

While I was in temporary housing and looking for a new home, I started becoming aware of the irrelevant phone calls and email I received. I received calls from contractors, solar panel and electric companies, landscaping companies and more. In several cases, I asked if they knew my current address (an apartment complex), which they did. Why I wondered, would they be wasting their time with me?

What do you do when you receive irrelevant (read “annoying”) calls or emails? If you’re like me, you permanently block them with your phone or spam filter – never giving them an opportunity to spam or call you again.

What if those contractors were instead reaching out to build relationships with realtors who were selling outdated homes? They could then become part of the sale process – a far better way to reach me.

3. Don’t sell!

Dear Lord, don’t sell! Build. Build relationships, connections, rapport, laugh… going in for the sale will NOT build a relationship. Yes, there are some exceptions. Every time you go for the sale first, you risk the relationship forever. Take your time. Once the rapport is built, you’ll be surprised how easily the sale can come.

84% of sales are built on trust. -Gallup poll 2014

So please, please, don’t cheat on the golf course.

Colleen Ferrary is the founder of Small Business USA and CEO and Founder of NetworkAndGolf. She has been helping businesses grow for 30 years.