sales

Let’s Get Personal! (In Sales)

“Personalization is adding that human element to a buying process that can traditionally feel either very stressful or cold and clinical,” said Taylor Hicks, Creative Strategist at Elevate Funding. “It’s about recognizing that clients (and prospects) are humans with their own unique set of needs and goals.”

Working in this industry and communicating with clients is a given but being personable with each one encountered is a task within itself. No client wants to be victim to a boring sales call where the one pitching lacks a persuasive personality. And nobody wants to be on the other end of the call feeling like they are wasting their clients’ time with a dull sales pitch. Making the client-to-business communication an eventful experience for both parties comes with a great amount of pressure, and it also can make or break a deal.

“Be a human being. Don’t do the high-pressure sales things like some of these guys are doing,” said Alexander Gold, CFO at Future Funding. “I get compliments that my guys are not doing that, and I feel like it’s just timing. So, if your timing is good, people will give you the shot. If your timing is bad, you won’t get the shot…”

The client needs to know that they can fully put their trust into a company or product, and it will be worthwhile. Creating a mutual trust, especially when dealing with a person’s finances can be a very personal experience. The key to that can be very simple, as Gold says, to tell them who you are and how you can help with just a moment of their time.

“So first, you have to build credibility, I would say that’s the most important thing is building credibility,” said Gold. “That could be knowing something they don’t, showing them something or teaching them something that you can prove and then possibly show them as well. I would say products, being very knowledgeable in your products and your product base.”

“…[It’s] how do you provide them interesting insights into their finances or into their needs without coming across overbearing or selling them something that they don’t need?” said Greg Varnell, VP of Product and Development at Q2. “And that’s a real balance. And so, I think, for us, personalization isn’t just trying to sell somebody something, but it’s trying to tell them the information that they need when they need that information.”

“I think trust has to be earned,” said David Roitblat, Founder and CEO at Better Accounting Solutions. “Most of our clients are referral based from other clients. So I guess that speaks for itself. […] So that does give us a head start on that, but ultimately, people judge you based on your work.

“At Elevate, we take a custom-tailored approach for each client,” said Hicks of Elevate. “We send out newsletters to our clients biweekly to remind them of our various programs, like add-ons and renewals. We are proactive in reminding them of their Future Receivables Sales Agreement, and we’ll always work with them on reducing their payment amount if their revenue drops. We provide our clients a variety of ways to get ahold of us – whether that’s email, call, text.”

Regardless of your role in the finance industry, interactions can have long lasting impacts. From the initial meeting to developing trust, and eventually turning that journey into a meaningful working relationship. And who knows, that one great client interaction could lead to many referrals and recommendations in the future.

The Power of the Suit

Getting out of bed in the morning can be rough after a long night’s rest but jumping into your work outfit is like putting on a superhero cape to go out and save small businesses that need capital. Working in the finance industry, wardrobe is the last thing mentioned in regards to the job itself, but it is what allows many to put their best foot forward.

“I come from a suit and tie background, it’s like a uniform,” said Mike Brooks, owner of Best Connect Capital. “So, when you’re a broker and you’re dealing with business owners, you’re holding a lot of weight, a lot of power in your hands, especially when you get a good client on the hook. So, I just feel that dressing appropriately whether it’s a suit and tie or work casual is absolutely essential.”

There’s a saying, Brooks continued, “When you look good you feel good.”

“I’m a woman, I like to dress up, it’s fun but most importantly we’re working in a male dominated industry,” said Angelina Fletcher, Director of Business Development at Wing Lake Capital. “A lot of the brokers and lenders that I work with have been in the industry for 20 plus years, they’ve already built their brand, I’m still building my brand. Walking into these events looking fresh and professional makes me feel good and confident so I can focus on networking.”

And when striving to close those business deals, having a special piece of clothing that gives one an extra push can dictate the confidence he/she possess throughout the day. Whether it’s a favorite tie or a favorite pair of shoes, there can be an item that sets the tone.

“My biggest thing is my Rolex watch, when you’re in situations it definitely gives you a sense of confidence,” said Brooks. “It’s a life milestone to be able to purchase a Rolex even if people are way past that point in their mind.”

It’s not so much about accessories, however, to Dr. Rev. R.J. Rochelle, Business Financial Planner & Exit Strategist. Rochelle starts his day off by being active.

“I’ll take a pre-workout,” Rochelle said. “Now that pre-workout gets me pumped, it’s better than coffee. And then I’ll go work out.”

On wardrobe, Rochelle said he finds it important to put his best foot forward when he’s out meeting potential clients in person and that the mindset comes more from starting off the day with music or a sales podcast.

“When I commute or when I’m about to go out to the field in particular to get pumped up, I may play like Commas by Future because we’re talking about making money,” Rochelle said.

Fletcher of Wing Lake also has a routine that gets her started.

“I meditate, I drink my coffee and I have liquid IV,” she said.

Whatever the routine or the gear, there’s a little magic to it all.

“if you’re like a medic or a police officer or you’re in the army and you’re wearing like clothes that don’t match up with what you’re doing… I’m sure [they’d] feel different,” said Brooks of Best Connect Capital.