Recently I was talking to my friend Eric, who also does web design, about how busy I’ve been doing website design work. One of my other friends, a local service company worker, was telling me about their need for a new design.
Right there, I told Eric, “you see, there’s a never ending need for good web design.” But Eric didn’t buy it. He’s the type who feels uncomfortable going out and getting the work. He’s great at what he does, but he would much rather be handed clients and just work in front of his computer all day.
That’s when I realized the biggest difference between Eric and I. I love talking to people. And sales is nothing more than being able to talk, and most importantly listen. By just listening you can understand someone’s needs and pain points so much better then trying to talk your way into figuring them out.
So, just a nudge to keep you consultants going, get away from your computer and go talk to people. Talk to the small business owners where you go every day. Listen to them when you ask how business is going. Don’t push to sell, push to understand them. The sale comes naturally.