Sales Skills for the Non Sales Professional
Below is a MRR and PLR article in category Business -> subcategory Sales.
Sales Skills for the Non-Sales Professional
Summary
Many professionals in fields like accounting, law, and engineering excel in their specialties but struggle with acquiring clients. The concept of sales often seems daunting. However, learning to attract and retain clients is an increasingly valuable skill among top professionals. With a solid strategy and encouragement, anyone can master it successfully.
Article
Have you ever wondered how to tackle the challenge of attracting business? Whether you're a lawyer aiming for partner or an engineer trying to expand your client base, you might find traditional sales techniques off-putting. Yet, the necessity of bringing in customers remains.
Many professionals face similar hurdles. They've turned to coaching, seeking help to navigate the unfamiliar world of client acquisition. The good news? They don't just survive?"they thrive. Realizing they didn't need to change their personalities or become overly aggressive allowed them to relax and learn.
Let's explore a typical case study.
Case Study: Kirk's Journey
Kirk attended one of my Charisma classes. He was a bright lawyer aiming for partnership, required to attract business to his firm. During his interview, he overstated his connections and work. However, he was anxious about reaching out to his network for business.
When we started working together, I asked Kirk to list his strengths and the benefits he could offer clients. We displayed this list in his office to boost his confidence.
Next, we identified the type of clients he should pursue and compiled a list of friends and colleagues. Each contact was documented with personal and professional details?"a foundation for later data entry into a management system like ACT or Goldmine.
We categorized contacts from 'A' accounts (major potential) to 'D' accounts (minimal potential). Kirk's focus was on about 25 'A' list individuals.
These contacts were entered into a database. Kirk then sent a personalized letter to each, announcing his new position and mentioning he'd follow up shortly. The tone was casual, avoiding the typical formality of law firm correspondence.
Over time, Kirk turned acquaintances into friends. He played basketball, attended networking events, and invited them to talks. By offering event tickets and being a resource, Kirk built strong relationships, which organically led to business opportunities.
As his client list grew, Kirk's success attracted interest from his colleagues, some of whom sought coaching to replicate his experience.
Conclusion
Transitioning into a sales-oriented role can be intimidating, especially for those averse to traditional methods. However, becoming a valuable resource to friends and associates is both enjoyable and beneficial for business growth. If you find yourself struggling, don’t hesitate to reach out for guidance.
For assistance, contact Mary at mary@marygardner.com or visit www.marygardner.com.
You can find the original non-AI version of this article here: Sales Skills for the Non Sales Professional.
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