Two Things Most Experts Don’t Know…

Many businesses believe they are selling their expertise, experts such as solicitors, conveyances, doctors, accountants, commonly fall into this trap. Now here is the truth – most ‘prospect’s for these businesses cannot evaluate the complex services they provide to be able to evaluate the expertise. They cannot tell good advice from bad advice. BUT… they can tell if the relationship is good, if you return their calls, respond to their emails and keep your commitments. Clients are the real experts – experts at knowing if they feel valued.

Any product or service you sell with ‘expertise’ is not what you are selling – it is assumed you have the expertise; after all they cannot evaluate that expertise. Instead you are selling… a relationship. If you’re selling, you’re selling a relationship. So in most cases, that is where you need to put in the most work.

AND.. .whilst we are at it who is your client?

Peter loves football, takes his kids to every home game .

Emma has three kids and a new baby on the way

David and Brian need better cashflow

Peter wants to look good in front of his boss

Emma wishes business could be better.

Before you try to satisfy “the client,” understand and satisfy the person.

Expertise can be many things but know your customers and build your relationships will make you a real expert.

Regards

Peter