Does the sales motto "get your face in the place" sound familiar to you? We all know it’s shorthand for getting out there and building rapport with our customers and prospects – but what does this actually mean for companies that are trying to grow with limited resources? What are the guiding principles?
I’ve been working with small businesses for many years — across the globe — from San Francisco to Sydney to New York City. These are all vastly different markets, but I’ve learned that customers want the same thing from just about any business, regardless of the industry.: They want for a salesperson to intimately understand their business to the extent that he or she could work at the company.
Only when this level of mutual understanding is achieved will the customer truly trust his or her salesperson. For small business sales teams that are traditionally closer to their customers than salespeople from larger companies, this can be a real advantage.