In the middle of an email conversation with a client the other day, she asked me, “How can I be an expert?” Here were just a few of the notes that I sent her…
- Being an expert in your product means really understanding how it helps others in their lives, in their business, personally and financially… and not just the obvious stuff either.
- Being able to uncover through the sales process how you can add value and making suggestions above and beyond what people are looking for. Delivering something extraordinary, not ever ordinary.
- Having the bottle and credibility to challenge your clients, being able to say “No” and helping your clients to do what is best for them even when they can’t see it and when non-experts would just go with the flow.
- Realise that if you want to stand out, some people will love you, some will hate you and some will be ambivalent. This is fine. If you try to be all things to all people you will just be some self-sanitized, insipid version of what you could potentially be.
- Be able to give case studies, show ROI etc and demonstrate your worth.
- Be tuned in to changes in the marketplace, offerings, trends etc and know how and why this information applies to your clients.
- Read books / watch videos / consume magazines on sales, the business and the market and use this to improve your services and those of your clients.
- Again, add extraordinary value.
- Stay in position. To be able to deliver the value of an expert you need to act as an expert and this requires your clients to perceive you as an expert. This is all about how you position yourself before during and after the sale.
There are many other things but these should set you off on the right track. Have a great day.
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