One of my favorite sayings:
“If you give a man a fish – you feed him for a day. If you teach a man to fish – you feed him for a lifetime.”
The same is true in sales: If you just sell a product, you just have a ‘customer’ for today. If you help someone, and they decide to buy your product, you have a ‘client’ for life!
- a customer is a person that buys goods or services from a store or business.
- a client is a person who engages the professional advice or services of another.
If you want clients it is all about informing, educating, and providing value in the relationship. It’s about providing useful information that creates long-term trust and respect between you and your customers… turning them into clients!
Unfortunately, much too often today, products are sold with little or no consideration for the overall plans of the individual or family. Example: Seminars are held where financial advisors persuade potential clients about the merits of certain annuities or mutual funds. Without even knowing the individual needs or goals of potential clients. Is this what you would want from your financial advisor? Would you want to be seen as a dollar sign or commission? Or, do you want to be seen as an individual or family with specific needs and goals?
Do you want customers or clients? Do people see you as just another salesperson or as an advisor? Are you in this business for the short-term or for the long-term!