Serving versus Selling

In Direct Sales many of us have big dreams and goals.  We want to make x amount of money every month or we want to make to such and such level in the company.  As we work to make these goals we talk to people, we look for places we can reach new people and we promote each special and sale as it comes.

Have you ever walked into a store with big ticket items for sale and were pounced on by a salesperson before you even started looking?    Did this person listen to what you were looking for and direct you accordingly or try to sell you the most expensive item they had?  How would you rate your experience based on how they approached you.? Now put yourself in that salesperson's shoes.  How do you approach your potential customers and recruits?

When you are concerned with how many recruits and sales you have it is easy to focus on what you want to have happen.  When you do this you are selling your product or opportunity.  You are pushing your own agenda and ultimately focused on yourself.  Most people don't like this approach.  There is a reason that used car salesmen are stereotyped in TV and media.  This portrayal is usually not in a very good light either.

When you listen to your potential customers and recruits and show them how your products, services or opportunity will benefit them then you are serving them instead of selling to them.  People are much more open to what you have to offer when they feel like they have been listened to.  By changing the focus from your goals to their needs you will find a much more receptive audience.

When people are more receptive to what you have to offer, you will get farther in your goals because more people will be willing to become a customer, recruit or refer others to you.

The difference between selling and serving is listening.  When you serve you listen and fulfill needs.  When you are selling you are focused on your own desires.

How you approach your business is up to you, but think about what you are looking for in a consumer experience.  If you don't appreciate being sold to the likelyhood is that your target market will not either.  Just something to think about.