In this episode, entitled Experts vs Advisors, we're going to dig deeper into what it feels like to be the buyer of professional services. There are two ways that sellers come across in marketing their profession. They are either seen as being interested in the prospective client, their needs and the best solution for them or they are seen as interested in the transaction itself and the cash that goes with it. It's obvious which would lend the most to creating a trusting relationship, but often convincing the buyer that the care and interest is genuine is the true test. We will look into the best ways for you to think in order to put this care and interest across to your prospective client.
Audio Timeline
00:39 -- Introduction
00:45 -- The seller in the eyes of the buyer: Interested in the buyer vs. interest in the cash
02:28 -- Convincing the buyer that you care about them
03:39 -- Conclusion
04:21 -- Special announcement: Forthcoming Book and DVD offer
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2 comments:
Richard -- thanks for this audio/video.
I recently completed the great book "Clients for Life" by Jagdish Sheth and Andrew Sobel and this is a timely addition to that book.
Richard, great insights ... do things change when we are selling TO professional sevices firms, like lawyers.
I am a commercial mediator (ex NZ big law) and now I call the law firms, and specific attorneys within them, my clients.
Anything different in this situation or is it still all about the baby ...?
Thanks
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