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My initial days in business!

Those were the days I didn’t know where to start.

I had started my consulting business and I was struggling to get clients. I was into pure play IT Consulting. Also, I had partnered with two software product companies then. It wasn’t easy.

That was the time, I was asked by some customers if I could help them find talent. I hadn’t thought of Recruitment / Placement as a business until then. I jumped at the opportunity. Like any normal sales guy would. I was and am a die-hard optimist.

My team & I went on to build a great name for the next several years. My company Gyanagni Consulting was synonymous with QUALITY. We found only highly talented people & spoke to them about our clients first. We didn’t speak about the opportunity first. Our approach was entirely different from the rest of the market.

I am a Sales guy. So, like any typical sales guy, I sold the jobs to the job seekers but only after I sold them on the Organization. I sent them an email with the JD and a list of reasons why they should consider joining my client. I doubt anyone did that during that time and many candidates had told me that that helped them take a decision.

Similarly, at the client’s end, my team & I wrote a summary page for each candidate. The summary page would have all the details and a note on the awards, certifications, attitude etc.

Several clients had told us that the summary page was phenomenal and that helped them save time. The profiles we shared with our clients were looked at with great respect.

Take away:

  1. One leads to the other. Treat all the small opportunities that come your way with utmost attention. Who knows, what’s in store.
  2. Add value howsoever small it is.
  3. Be human.
  4. Say thank you, as often as you can.
  5. Smile always.
  6. Spread the cheer.

Happy Selling!!

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What Value do you Deliver to your Clients?

First of all, What is Value? Value is the benefit that the Customer perceives to get when they buy your Product or Service.

Let us say I want to buy a membership in one of the top clubs in the city. The Value I perceive is the networking opportunity I get. But that is not a service that the club offers. The services they offer are dining, recreational, sports, fitness etc. You see the difference.

In our everyday Sales situations we should offer Value to clients. To do this, we should put ourselves in their shoes & look at the problems that need to be solved. Genuinely, that is.

It is not about what we have got to offer. It is about their problems & how can they solve them.

Some ideas for delivering Value:

1. Tell them how they can increase their bottom line, grow their business further, they will sit up & take note of it.
2. Write some content on why you think they are better than their competitors.
3. What their Competitors are doing that they are not.
4. Who are the movers & shakers in their Industry, what are they doing & where are they going.
5. Tell them how to get more customers.

More to come. Stay tuned!!

#sales #value

Happy Selling!