I work with most of my clients on multiple projects and have been working with some for most of the five years Vector Firm has existed. In short, I’ve made a lot of friends from my work. Although I’m very proud of the work we’ve done for dozens of security businesses, and believe that our measured approach to the market is unique for our industry, some of our best results have come because of a phone call or lunch – talking friend to friend. Below are three ways our friendships have led to business improvement.
- Sometimes you just need a sounding board you can trust. I help security companies improve their sales performance – that’s all I do. I’ve said that thousands of times. However, I often get calls that start like this: “I had a meeting with our board this week and they suggested we do x, y, and z. What do you think?” Most of the time I answer with “That’s not my area of expertise, but tell me your thoughts and I’ll give you my feedback.” Then we’re off… and it’s rare that I have to give feedback. Typically, my customers figure out their answer while talking through it with me.
- I feel compelled to be brutally honest. Of course, I’m honest with all of my clients. However, there is a certain line that shouldn’t be crossed and might seem unprofessional if it is crossed. However, if I’ve become friends with my client, all bets are off. I’m no longer their consultant but their friend, and I’m not going to let professional courtesies get in my way. If they’re being rude to their employees or complaining too much about their boss, I’ll tell them.
- I’m able to calm them down. Sales is emotional. Leading a sales team or business is emotional. Emotions need perspective. When I know my client is a single mom with two teens, or a grandfather, or planning to sell their business in two to three years, I’m able to pull them out of their downward spirals and remind them of their personal passions and what really matters to them. I can’t have that conversation with a new client, but I can and do every week with my long time clients.
So that’s it for my Highlight Tuesday. No ROI data, not endorsements, and no methods of improving your sales; but hopefully you get a better idea of the level of engagement I like to develop and the benefit we call gain from this approach.
