What do we do now that we have attention, attraction and a call to action (series episodes 1 and 2)? Begin a sales transaction focusing on Customer Service before, during and after the conversion process. Replace traditional sales with a dedication to providing customer service. No one wants to be "sold" (as a verb). However, you can sell more by not actively selling but instead utilizing the Golden Rule or Servant Leadership concepts of customer-first service for satisfaction and loyalty. Focus on creating appreciation, not a sales opportunity.

If your marketing strategy is well-designed (position, value proposition and focused audience I.D.), sales do not need to be forced. Instead, the right people will want to do business with you for all the right reasons. Go beyond a single sale to repeatable, sustainable, predictable and bankable sales while building a solid reputation and creating brand ambassadors (the best sales tool ever). Focus on people, process (exceed expectations) and create a profitable business.

Next Week: Part 4 - the often misunderstood concept and execution of Business Development.

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