Sales Pro: Driving Client Loyalty through Nearsourcing

Giving Business Away:

How often do you retain a client by giving business away: Okay, I don’t necessarily mean walking away from your paying clients but providing them solutions outside of your product or services.  The idea of being a trusted advisor can be misconstrued.  Quite often we only think of being a trusted advisor for our own area of expertise.  We do everything we can to deliver at higher than expected level for our clients, partners and prospects, after all, that is what Sales Pros do.

Let’s get beyond that for a moment. What if you were able to build a network of trusted resources that not only enhanced your customer relationship but also helped you drive more business for your company and help your regional economy thrive?

Nearsourcing

I’m not sure if “Nearsourcing” is truly a word or not but it is becoming a more and more common “cry” in the business services world.  A rough definition of Nearsourcing is “t o source needed products or services locally or domestically.”  I want to focus on the “locally” part of my definition.

I founded the San Diego Business Services Alliance 3 ½ years ago with the idea of putting together a group of trusted service providers for San Diego businesses.  This is not your typical lead generation group. There are no required leads given, there are no dues and there is no expectation for someone to have to stay with the group. We have expert presentations monthly on subjects that vary from a member’s products or services to local non-profits explaining their value proposition to Health-care Reform panels.

Why?

Our philosophy is if we brought together some of the best business professionals in San Diego with excellent reputations for ethics and service delivery, we would have a powerful group. This has proved to be the case. I have referred and been referred numerous new business opportunities through this organization in just 3 ½ years.   All of the members have embraced the idea of thinking of the welfare of their clients first when referring a member of our organization.  Why? Because they are referring them someone who they know they can trust, who will deliver at higher than expected levels for our clients, partners and prospects – sound familiar? And all of the business has stayed local and helped drive the San Diego economy.

In San Diego and in almost any city or region, there is a depth of resources and expertise available that is often overlooked.  Take the time to explore the companies who align with your target industries and buyers and see if you can create a proactive group of trusted business professionals.  Get to know your business community, take the time to understand your client’s needs beyond your solutions or services and watch you business, influence and clients grow.

Sound like too much work? Hard work and good luck are not mutually exclusive.  Sales Pro’s understand this and that is what separates them from the rest.

Which are you?