October 10, 2006
News & Opinion: 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 dont like a salespersoneven if she has the perfect productyou will never refer her. Take the time to make the personal connection and build the relationship.
About Sally Haldorson
Sally Haldorson's job as 800-CEO-READ’s General Manager is to make 800-CEO-READ a great place to work for our employees, and a consistently high-performing customer service organization for our clients, authors, and our partners in the publishing industry. In addition to her General Manager duties ensuring collaboration, integration, and quality, she reads, writes, reviews, curates, and edits for the company. Helping craft The 100 Best Business Books of All Time used parts of both skill sets. Outside of work, she is most likely to be found hitting a tennis ball around or hanging out with her boys (husband, child, dog) at home.