800-CEO-READ Blog

Why Clients Buy

Clients will buy from us because they know, like, and trust us. Period. I used to work for a company that did a competitive de-brief whether we won or lost a client. Obviously, we had the solutions or we would not have been at the table. But, the bottom line reason they chose us was because they LIKED us. Multi-million dollar decisions are being made because clients like us.

Recently I met a salesperson who was selling insurance. I thought she was terrific, but I was already covered. I went out of my way to help her and to refer her. The flip side is also true. If you don’t like a salesperson—even if she has the perfect product—you will never refer her. Take the time to make the personal connection and build the relationship.