Today’s guest blogger is Kelly Ward. Kelly is the owner of Digital K. Digital K is a professional web design company. Kelly loves web design, web development, online marketing and much more. She does not, as you will find out, love sales. You will love this post!
I hate sales. And I loathe salespeople. Like the lawn care technician yacking my ear off about aerating my
lawn. I despise the Best Buy HDTV salesman gauging my reaction to his prattling so he can plan his next
canned line about HDMI cables. I resent the Pottery Barn decorating consultant interrupting my 5-year-
old’s thoughts on My Little Pony hairstyles. And I detest the emails from SEO “gurus” telling me I really
need their service when clearly they have no clue that I offer that same service.
I don’t have a dedicated salesperson; so it’s up to me. And I really don’t want to be that salesperson,
making my potential clients loathe me. If they feel like they’re on the defense fighting me off, this is
uncomfortable for them – and for me. Now what?
When a potential client asks about my services, we have a conversation. I ask about their business and
their goals. I listen and determine if and how I can help them. I love those conversations because my
role is to help them. I’m not focused on persuading them to hire me. This is within my comfort zone
because I don’t have to sell anything – at least, that’s what I tell myself! But in reality, there is always a
sale. But our approach sets us apart from our competition. Are we listening to our clients and solving a
problem? Or are we simply trying to get the sale? Are we selling – or are we advising?
The best advice comes from those who listen. I’m an advisor – not a salesperson. And that’s how I sleep