I was recently asked by a friend of mine if giving away information is a mistake. My answer is…no way!
This is something that I do on a regular basis. I not only give potential clients lots of advice before I even get the work, but people I meet through networking or colleagues that ask for advice.
Sometimes I have spoken for over an hour on the phone giving advice if someone has called and I don’t expect anything in return from the conversation.
Helping people and wanting nothing in return not only makes you feel great (good deed of the day anyone?!) but as I was reminded yesterday, it can actually help you in the long run. Someone I helped two years ago year has just recently put me forward for some sales training at her new job. People are more likely to remember you and refer you to others. Now I have started a relationship at the early engagement stage with the stakeholders.
You may be thinking that if you give away too much information then people won’t need your services anymore. I’ve found the opposite to be true. Most people can be given all the advice they need from me and simply not have the time or be bothered to put it into action. So they hire me and they know what I’m talking about because I don’t hold back!
The same principle applies for clients, even if they just hire me for 1 day of sales training they get lifetime phone/ e mail support!
My advice is don’t hold back- even if you think you are giving away secrets your competitors will find useful, they will never be able to deliver it the way you do. And your customers and Prospects will be able to tell that. Who are you more likely to want to do business with- the business that is open about everything they do or the one that holds something back till they’ve got the work?