Last week, in Ali Reda’s Road to Sales Success we revealed that Carlos - new to the business - hasn’t taken any transactional customers. None at all. His business is being built solely on relationships. That’s right! His entire customer base trusts him, likes him, and believes in him. We want to create a roadmap for you to have it this easy too!

For now, I know we don’t all have the luxury of working in a 100% relationship business. So how do we show the tough customers that we’re here for them? How do we come across as an advocate for their wants and needs? How can we break through the barriers so that they can see the real care that we want to give them? 

Some years ago, Ali took a transactional call for the first time in a long time. The customer began the call defensively but soon was surprised by Ali’s sincerity. I invite you to watch this week’s video to hear more about this interaction.

Just by being himself, Ali changed the energy. He made it more comfortable for the skeptical customer pretty instantly. He didn’t do anything special. He just didn’t sound like everyone else. He sounded like himself! It’s easy for customers to be discouraged by our industry. We’re taught to make it hard for them to get what they need. Ali created a lifelong relationship that day. This customer has worked with Ali multiple times since then and has sent him many referrals. 

Before you start your next conversation, ask yourself a few questions…

• Am I ready to let this customer see the real me?
• Am I ready to speak from my heart?
• Am I ready to make this interaction about their needs?

The choice is yours. Do you want to be yourself - friendly, attentive, and happy to serve? Or do you want to keep reading the script? Be authentic. Be yourself. Let them in so they can see how lovable you are. 

In the comments below, tell me a story. What are you doing to go the extra mile with your customers and referrals? Share an example of something small you may be doing that’s bringing some big results. Maybe it’s answering a phone call when it’s inconvenient or truly listening instead of selling. Share your experiences below so we can learn from one another!