Article 2 in a 4-Part Series
Want to have your calendar full of “Ideal Clients?”
Hint: You’ll need to be mindful from whom you accept money.
Previously, we discussed how “Having T.E.A.” with someone builds personal trust relationships.
T.E.A = Time, Energy & Attention.
In this article, we will explore how “Having T.E.A.” is vital BEFORE you accept someone’s money in exchange for a business service, offering, product or program. Have T.E.A. before you become a T.E.A.M.
The “M” stands for money.
The concept of “T.E.A.” (Time, Energy, and Attention) before forming a “T.E.A.M.” in the context of sales and enrolling your ideal clients is a nuanced approach to building trust relationships that can significantly enhance the effectiveness of your sales strategy.
By prioritizing these elements before entering into a monetary transaction, you create a foundation of trust and mutual respect, which is crucial for long-term customer relationships.
Here’s how applying the T.E.A. concept can revolutionize your approach to sales and customer engagement:
Time: The Foundation of Understanding
- Investing time in understanding your potential clients goes beyond basic market research.
- It involves deep dives into their needs, aspirations, and the challenges they face.
- This level of understanding is achieved through meaningful conversations & active listening or asking questions with a genuine interest in their situation.
By dedicating time to knowing more about your clients before asking if they want to work with you or invest, you demonstrate that your relationship is not merely transactional; it’s based on mutual benefits and understanding.
Later in this series, I’ll explain how having T.E.A. can be done on autopilot without the need for long intake conversations or multiple appointments.
Energy: The Investment in Value Creation
- The energy component in sales refers to the efforts you make to tailor your solutions to the specific needs of your potential customers.
- It's about going the extra mile to provide value, whether through customized solutions, educational content, or exceptional service, even before any commitment is made on their part.
- This proactive investment of energy shows that you are committed to their success, not just making a sale.
Your company goes beyond being just a vendor or service provider. It builds an experience of your brand as a partner, and you develop a reputation as a company that truly cares.
Attention: The Currency of Engagement
- Focusing attention on your potential clients involves more than listening to their words; it's about understanding the emotions and motivations behind them.
- It means engaging with their feedback, addressing their concerns, and showing empathy towards their situation.
- When your focus is on gaining clarity on their needs instead of how to get a “yes,” your potential clients open up and share more of their challenges, allowing you to guide them.
In a digital age where attention is fragmented, focusing your undivided attention on your client sets you apart.
Your full attention makes them feel valued and understood, creating a psychological bond that is essential for trust.
Forming a “T.E.A.M.” Through T.E.A.
- The analogy of having T.E.A. before becoming a "T.E.A.M." highlights the importance of building a relationship based on trust before entering into a business transaction.
- The process of engaging with potential clients prioritizes the establishment of trust through the investment of time, energy, and attention, without the pressure of a financial investment.
- Once trust is established, if your services are aligned with the client's needs, asking for the sale is viewed as supportive.
The T.E.A before T.E.A.M. approach is effective in building trust relationships for several reasons:
Long-term Relationships:
- Customers are more likely to stay loyal to businesses they trust.
- By building a relationship first, you increase customer retention and lifetime value.
Referrals and Recommendations:
- Trustworthy relationships lead to positive word-of-mouth and are more likely to recommend your business to others.
Differentiation from Your Competition:
- In competitive markets, the quality of customer relationships is a key differentiator.
- A trust-based approach makes your business stand out, especially when you eliminate any pressure.
Higher Value Transactions:
- Customers who trust your business are more likely to invest in higher-value products or services because they believe in the value you provide.
This approach aligns with the concept that people prefer to do business with those they know, like, and trust.
By focusing on building a strong foundation through T.E.A., you’re not just selling a product or service; you’re establishing a partnership.
This partnership, based on understanding, value, and respect, is what ultimately leads to successful, trust-based teams and long-term business success.
Love this information? Read the other articles in this 4-part series:
Marla Mattenson in collaboration with ESI team
With a 25+ year career, Mattenson is a trailblazer in transforming sales paradigms from transactional to relational for professionals who prioritize the integrity & fulfillment of their services. She is a champion of consent-based sales.
www.instagram.com/marla.mattenson
