Why Labeling Clients is Bad for Business

“Once you label me you negate me.” – Soren Kierkegaard

We are a culture obsessed with labels – from the ones displayed on our designer jeans to the titles we use in the workplace to distinguish higher-ups from entry-level employees. Categorizing people, places, and objects is a way of simplifying our lives, of easily defining who is who and compartmentalizing them in our minds.

But labels are also risky – they make us inclined to expect certain behavior from certain people, which can cause us to project negative attitudes onto them. I see this happening a lot in the world of business. Oftentimes, business and sales people might judge their clients before much interaction has even taken place. It’s not something I’m proud to admit happens in the sector, but it’s a reality, and labels like “annoying,” “needy,” and “high-maintenance” might get tossed around as descriptors for clients with specific needs.

Usually, I find that applying such labels has a guarantee of making them come true – they are self-fulfilling prophecies, so to speak. If you dread dealing with a client because you regard them as any of the aforementioned problematic labels, then it makes sense that they are going to seem annoying, needy, and high-maintenance. This, I think, is what Kierkegaard was getting at in his famous quote – assigning a label has a way of automatically nullifying who an individual is beyond the classification. That is to say that all other distinctive aspects of a person fade away so that the label takes precedence.

Needless to say, this only makes doing business more difficult, which is why I’d like to propose a challenge: leave the labels behind. Rather than ascribing strict designating terms to people, think of your prospects more generally: as an opportunity to help someone. I guarantee it’ll make your interactions with clients more pleasant, and your attitude about working with them much more positive.

At Springboard, our sales team is committed to letting go of labels, and our resulting positive approach to sales makes our business development successful, expanding your company with our outsourced services.

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11 Tips to Help You Outsell Your Competitors

Running your own business is not easy. Running your own business that revolves around sales can be downright difficult. That is why we have compiled a list of 11 sales tips to help you outsmart and outsell the competition. These tips include:

1. Set Yourself Apart: There has to be some to differentiate your product from the competition. It either has to be better quality, easier to use, more convenient, or less expensive.

2. Treat Weaknesses as Strengths: If you have higher prices (weakness), be sure to offer flexible terms (strength).

3. Confidence: If you don’t believe in your product or your brand, why would your client?  

4. Giving up on a Sale: Giving up on a sale is not a bad thing. Sometimes it is a smart maneuver. You can’t waste your valuable time on a lost cause.

5. Be Professional: Especially if you are a small business, the way you dress, act, and talk says a lot about you and your company. So be professional.

6. Small Companies can Make Big Moves: If you are a small business, use that to your advantage. You can make more concessions than big corporations. So work with your client and formulate a plan that is mutually beneficial.

7. Nothing is Free: If a customer asks for a proposal, insist that you’ll only write one if awarded a meeting with the CEO.

8. Time is Money: You cannot afford to deal with wishy-washy clients. Get in, get the sale, or get out.

9. Show Your Value: Prove to your client that you can add value to their company.

10. Never Stop Learning: A good salesperson will never stop learning new sales skills or new sales techniques.

11. Sales Outsourcing with Springboard: Located in Baltimore, Maryland, Springboard offers outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on delivery, we bring our sales expertise and connections to focus on your business development challenges.

If you have any questions, contact Springboard Business Development by calling 410-832-7560 or click here today!

Our approach to business development makes it easy to find new clients without the concerns of sales team turn-over, lack of sales expertise and payroll.

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Sources:

How to Outsell a Huge Competitor