I know what you’ve been taught…

It’s reverse to what I’m about to share with you.

What am I talking about?

Serving others first and having a good system in place by which to serve others will give you more sales, greater income and more loyal customers!

This comes from a personal experience. My wife and I were having problems with our computer. The first step was to call the 800-number. When we called, we were fortunate to have a great customer service guy pick up the phone.

This man spent a lot of time with us on the phone and he diagnosed our problem. But even before the man started talking to me about our problem, he took time to get to know us a little better.

Because we received a thorough assessment, we learned that we’d been hacked. Because the customer service person did his job and did it well, he helped us to uncover the bigger problem. He was legitimately interested in helping us… serving us.

He built rapport with us, and we chose from his solutions. In fact, we picked the most costly solution!

Because he went from service and finally to the sales side of the conversation, he made a bigger sale for his company. Not only that, he built such trust with me that I want him to work with me for other computer issues!!

This is such an important point, I created a short video about it. Give it your attention:

Give value first; then focus on the sale.

I’ve been in sales a long, long time.

Providing value first is not something I was taught to do; it’s something I’ve learned over time.

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It’s a point that has been driven home lately over and over. That’s because I’ve become an entrepreneur. While I’m still doing sales in the 9-to-5 world and teaching others to be good salespeople, I also spend my nights, weekends and holidays pursuing my entrepreneurial endeavors.

What a learning curve!

But now I get it. I totally get it. And I want you to follow my lead.

Give of yourself to solve other people’s problems and you will meet your goals more quickly. You’ll also be better for it, because it feels great to provide a high level of value, to solve other people’s problems and become the go-to expert in your field.

For me that’s investing in multifamily properties, specifically in the U.S. while living in Barcelona (Why? Read this blog entry “Top 10 BEST Reasons to Invest in the U.S.”). To you it is something different.

My point is that it doesn’t matter what our expertise is in; it’s that you’re willing to share your information, your knowledge, your mistakes, your understanding of other people’s pain and problems, and then that you’re willing to help solve them that makes you stand heads and shoulders above your competition.

You want to build your credibility and land more sales? Try this approach and get back to me. I’d love to hear your stories. Here’s one more: Great vs. Ghoulish Customer Service: A Tale of Two Taxis.

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