Selling our products or services does not happen because we want it to, and we don't sell something just because we think the client should have it or we make a larger margin for selling it. It is totally dependent on the client. We are in a needs-based business rather than a product-driven one. Our clients determine what they want or need by sharing with us or allowing us to determine what will serve them. In a product based business, it is more about us and the need to make a sale to produce revenue. In our aging in place businesses, we make money but only when we serve our clients.
We may find our clients through referrals, direct contact, social media, websites, or other types of marketing. Once we establish that connection, good old-fashioned, time-tested sales techniques take over - no fancy closes, scripts to follow, or anything remotely hokey. We simply observe, listen, ask questions, and listen some more to form an idea of what we want to recommend. If the client agrees with or suggestion, we make a sale. If not, we adjust the proposal until it meets with their approval.