Thursday, March 22, 2012

A True Story of "Hippies" to "Helping Heroes"

Selling is helping!  It really is for some people. They have a sincere desire to use their products and services to help their customers improve something in their life, whatever that something may be. Here's a true story that shows how you can be as successful as you decide to be... especially if you embrace the "Selling is helping"philosophy.  

A chance look at a Facebook page recently triggered a memory in my mind going back to 1976.

Imagine it's 1976 and you're my invisible partner. We drive to a tiny store in what's called "the river bottom" a dumpy area between south Scottsdale and north Tempe, AZ. Two hippie looking young men in sandals greet us at the door under their sign "The Byte Shop."  One of their products is a computer hobby kit. Yes, computers were being built by hobbyists in those days. They were not yet going out to the general was mostly just the "geeks."  The owners of "The Byte Shop", Alan Hald and Jeff McKeever, were both visionaries. Oh, back then they weren't called that-they were most likely called "Hippie Geeks" or "Nerds." 

As you observe this first meeting of Alan, Jeff and myself, you too notice what was catching my attention-their passion and their commitment to succeed. What they wanted was to learn to sell even better. They wanted me to come in and do sales meetings for them and their handful of employees. They told me that if they could sell better they could help more people see the benefits of computers.

Since my approach has always been "selling is helping" we clicked. We agreed on a fee and a plan, and I immediately began to help them help their customers. We did lots of little meetings in that tiny river bottom store-and Alan and Jeff's little business began to experience amazing growth. Four years later they opened their first real store in Paradise Valley Mall. 

They renamed "The Byte Shop" to "MicroAge", took the company public in 1995, and had 6,000 employees doing over $6 billion in annual sales as a Fortune 500 company! Because of their passion for helping their customers understand the computer and its potential impact on their customers' lives, they were driven to succeed.

Now how about you? How much "helping" do you have built in to your business? Are you a believer that when you sell your products and services you're helping the customer? 

It's true, because when your prospects have a need or want that your products and services fill, you're helping them when you help them buy it.

How big do you want to grow? How much money do you want to earn? And more importantly... How many people do you want to help?

Here's what you can do... See selling as helping, even if it's a hassle sometimes. Be passionate about your commitment to help your customers solve their needs and wants with your products and services, and you'll be helping hero in your customer's eyes! 

No comments: