In your fourth paragraph you hit on the key point of how to separate yourself from others; sure, your competing companies can basically provide the same benefits. What you do, however, through your authentic and genuine interest in your prospects, is find ways to add more value to the relationship; thus to their lives. It’s important to understand that in a world in which technology now has most products/services being fairly equal, it’s the salesperson or service provider who can find a way to add more value above and beyond the product or service who will obtain the business and cultivate, what I call an “Army of Personal Walking Ambassadors.”

And, it’s great that you (in your final paragraph) will even refer to your competitors when it “best suits the prospect’s needs.” And you KNOW that comes back to you many times over.

Good for you, my friend, you are a true “Go-Giver.”

Note from Bob: If you are moving to Australia, check out Maria’s at http://www.migrationtoaustralia.net. If you see her, tell her I said…”G’day.”

I allow my prospective clients the time and space they need to decide if they will use my services. This is particularly so for those who are 40+ years with children. (Younger people tend to have more options, more time and often no children or dependents though I value/enjoy them just as much for different reasons). Also being a first generation Australian I know that migrating to another country is a very emotional step because it is a life changing step.

How true then to sell the benefits, the “does”. I have heard on two occasions in recent weeks that my price is too high. Admittedly when I first started out in this business I used to question whether this is true but these days I ask “how much is a new life worth to you?” . (Of course I don’t put it as bluntly as that because I don’t want the person to lose face). It is the worth, the value the buyer puts on the item or service which will determine whether your price is “too high”.

I think what is equally important is not just he selling of the benefits. Truth be known the same service providers down the road (who are much larger than me) can also sell the same benefits but it takes time ie a genuine interest in people, to draw out information about what is also their pain. Many people who leave their usual country of residence are often pained to the point of wanting to leave it all behind. I realise there are many products and services which if purchased may not be life changing however whether the thing is big or small EVERYONE seeks pleasure and avoids pain; and the intensity of either will determine if a price is “too high”.

Finally, there will always be a handful of people who truly desire my services but are experiencing genuine financial hardship. There is nothing wrong with taking a few minutes to find a product or service for them which is affordable and/or free of charge. I have a ready made list of other resources which are accessible and affordable for them and sometimes it means referring them to a competitor but better they go to a competitor feeling good about me than not. Thank you everyone for your helpful responses/suggstions.

Maria