A Client vs. A Sale
As much as you might use the words interchangeably, a client and a sale are not the same thing. The main difference: the relationship.
A sale might get you the money on a closed deal. But in the long run, if that was your main focus, that “sale” probably is not coming back in the future. In today’s world, when a consumer has countless options on where to take their business, building a relationship is key to your success.
Your focus should be on making a client, not a sale. What’s the difference? When you are focused on a sale, you are doing everything to ensure you close the deal. You have your eye on the dollar sign and your profit margins. However, when the focus is shifted to making a client, you are aware that you are working with a person who has unique needs and a situation that needs to be addressed unlike anyone else. Making a client means you are building a relationship. You are willing and able to provide knowledge and services to help this person even if it means you don’t make a sale.
Why would you do this? Because building relationships means building your business. A client will remember the service you provided them; your expertise in handling their case. They are more likely to come back to you to complete a transaction rather than if you had been solely focused on closing a deal.
While it may seem counterintuitive to offer your knowledge and select services for nothing in return, this is actually one of the best ways to grow your business and career. Customers are drawn to businesses whose goal is to help others, not themselves. So keep this in mind as you look for new ways to amp up your clientele. Building relationships goes a long way when it comes to your success.