Editor's Note: This is the ninth article in a 10-part series identifying the best sales techniques for 2015. To view the rest of the series, visit 100 best sales ideas 2015.
90. Educate, don't sell.
Looking to work with more thoughtful, respectful, higher-net worth clients? Don't sell them anything, instead educate them. Consider the very best celebrity chefs; they give their audience their very best cooking secrets. Only after they educate do they sell cookbooks, cooking tools. and dinners at their restaurants. Be a celebrity chef in your business. Host various education sessions in your office, at the library, or at a restaurant with the sole purpose of offering your expertise on areas that your desired client will find helpful. Once the value has been delivered to them, and a relationship established, then ask them to consider a meeting with you to discuss how to apply what they've learned to their personal situation. This approach changes everything, and your business will never be the same.
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