Your Clients Are Not Experts On What You Do

I guarantee there is not a single client, customer, or prospect who wants to be an expert on what it is that you do. That’s what we have you for: to be our expert, adviser, and resource.

Your clients do not have the time nor the inclination to be an expert on what it is that you do. Heck, most clients don’t have the time to keep up with all the information they need to be experts in their own field, let alone yours. That’s why your ability to supply your clients with knowledge, expertise, information, and education is critical to not only your success, but theirs, too.


Successful salespeople act as experts, advisers, and resources to their clients, always ready to provide them with knowledge, expertise, information, and education.

As an expert, adviser, and resource, your job goes way beyond supplying your clients with great products and great service.Your job is also to provide the client with the knowledge, expertise, information, and education they need to be more successful in their career or business.

If you can do that on a consistent basis, you will have differentiated yourself from the competition, created so much extra value that your price almost becomes immaterial, and reached the zenith of success in sales:You will have made yourself indispensable to the client.


Successful salespeople are indispensable to their clients.

For example, I’ve done a lot of work with salespeople in the cable TV advertising business. Many of their clients are local small businesses.

These are the kind of businesses that don’t have an ad agency representing them and are not big enough to have their own advertising or marketing department. The most successful cable TV advertising salespeople I’ve met don’t just sell ads to these businesses; they lend their knowledge and expertise to these clients while acting as the client’s advertising and marketing consultant.

These successful salespeople first find out everything they can about their client’s business. Then, rather than just selling them an ad or series of ads, they help the client formulate an advertising and marketing plan designed to help them get the biggest bang for their ad dollar and, consequently, increase the client’s business.

By the way, if you haven’t figured it out yet, when you increase a client’s business it not only makes you indispensable, but it gives the client the wherewithal to buy even more from you. Talk about a win-win.

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