Something that tends to get overlooked in the sales process is the collaboration between the client and the salesperson. One of the motto’s I live by is “dont assume anything”. Once a prospect becomes a client, dont assume that everyone is on the same page when the project begins. The collaboration phase should begin immediately. This may in some cases, require many phone calls and additional meetings and presentations. Collaboration is critical.
We are working with a wonderful client – Gas House Car Wash. They are the best car wash in St. Louis. The project is to redesign their website. Initially, I thought we were collaborating with them. We submitted a couple of designs – they did not like either one of them. We had a small meeting to review things to get back on track and submitted a 3rd design – they did not like that one either. At that point, I called a meeting with all members of both parties to review the designs, talk about the issues and come away with a consensus on the next steps. This is called collaboration. Problem is….this should have taken place before the first design. Happy to report that we are back on track. Our design direction is clear, all members of each party are present for every meeting. Everyone is happy and excited! Penguin Approved!
Benefits of collaboration:
- Keeps everyone on the same page
- Removes doubt
- Nothing gets lost in translation
- Saves time
- People take ownership and accountability
- Builds trust
- Strengthens the relationship