Are You Using This Common-Sense Approach to Sales Growth?

by | 2 minute read

The sell­ing process is con­stant­ly evolv­ing, and it doesn't nec­es­sar­i­ly end when a sale is made. Mak­ing a one-time sale is an accom­plish­ment, but real suc­cess can be found in sales growth and repeat busi­ness. So what dri­ves these fac­tors? Expe­ri­ence has shown that it's all about cul­ti­vat­ing rela­tion­ships and hon­or­ing the "Gold­en Rule."

Shaun Buck, at entre​pre​neur​.com, adheres to a tai­lored approach that promis­es to hold the key to suc­cess­ful­ly matur­ing a busi­ness.

"If you want to dri­ve sales growth and repeat busi­ness, it boils down to under­stand­ing and then imple­ment­ing one strat­e­gy: con­tent builds rela­tion­ships, rela­tion­ships build trust, and trust equals sales," writes Buck.

Con­tent gen­er­a­tion is the norm for mil­len­ni­als and Gen­er­a­tion Z, but sales peo­ple have been cre­at­ing con­tent since time immemo­r­i­al just by mak­ing con­nec­tions with oth­ers.

In this con­text, con­tent gen­er­a­tion isn't as one-sided as post­ing on the web and wait­ing for the com­ments to roll in. It's as sim­ple as a face-to-face dis­cus­sion, which might lead to new rela­tion­ships and, more impor­tant­ly, builds trust with the cus­tomer.

"Human nature is to give a lit­tle bit of trust and to see if some­one is worth giv­ing more trust to," con­tin­ues Buck. "In oth­er words, make them earn it. This is why deliv­er­ing, at a min­i­mum, what you said you would is so vital­ly impor­tant."

He ends with some common-sense advice.

"The more a per­son trusts you, the more they will buy from you," con­cludes Buck. "All you have to do is do what you say you're going to do when you say you're going to do it. Also, treat peo­ple the way you'd want to be treat­ed."

It may seem like a no brain­er, but it's sur­pris­ing (or maybe it isn't) how often peo­ple don't fol­low through on their promis­es, which can instant­ly destroy what years of trust have built up. And with so much of com­mu­ni­ca­tion being direct­ed onto dig­i­tal plat­forms — espe­cial­ly in the face-paced world of sales — some­times it's a nice change of pace to pick up the phone or stop by in per­son. Start build­ing that trust and rela­tion­ship today; it's as easy as a hand­shake.

Adam Ambro

Adam Ambro

Adam Ambro is the Client Suc­cess Man­ag­er for Sales­Fu­el. He is respon­si­ble for the onboard­ing of all new AdMall clients and aids in client train­ing. He holds a bachelor's degree from The Ohio State Uni­ver­si­ty.