The Shift: Serving Customers Before They Buy

As a coach, I meet lots of people – and it’s amazing how many folks are hung up where it comes to selling their work.

Stressful, ‘no good at it’, awkward, ‘I just want to do my work without having to sell it’… these are some of the things people tell me.

It’s a sad state of affairs, especially since most people have a truly valuable offer, are good people, and genuinely want to serve their buyers.

But, until you land a client, you don’t get to serve that client, right?

Actually: wrong.

If you really want to serve a buyer, then your serving them starts before they buy.

If you deliver a rocking product or service, then your first order of business is serving your buyer in the process of making a decision.

That decision being: whether or not to buy your thing.

It’s a bit like coaching, in that sense: you’re not there to convince or persuade, but to hold a space where someone reaches their own clarity, uncovers their own motives for making a decision to buy, and where they enroll themselves into saying yes and sending you money.

This shift in attitude – from ‘I got something and I need to figure out how to get people to pay me’ into ‘Let’s help this person figure out if they actually want my thing’ makes all the difference.

It changes the dynamics, creates conversations that are zero % pushy and 100% enjoyable, and lands you buyers that really want your work (i.e. you drastically reduce buyer’s remorse).

And, if a prospect doesn’t buy, they’ll remember you as someone with integrity, and they’ll very likely welcome it when you follow up again in the future.

It’s a significant shift, with big consequences, and all it takes is for you to reframe what a sales conversation is about.

From selling… to serving… so that you get to serve your buyer even more, once they buy.

So how does that sit with you… are you ready to shift your framework, and move from selling to serving?

Cheers,

Martin


Also published on Medium.

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