It’s often that I get clients who don’t know exactly what they want or need for their packaging lines. They either never did any automation, haven’t thought through the project thoroughly (they’re at the start of the journey), have the wrong motives (buying just for price or not needing automation now), or don’t understand my purpose as a machine supplier, thinking they can get free consultations and then buy from someone else with a lower price.
I understand this might sound harsh, but I do hope this article serves both to equipment manufacturers as well as to our clients–at the end of the day, we’re all selling and seeking growth for our respective businesses.
In any case, the responsibility is always ours to ensure success for ourselves and for our clients, so that we have a mutually beneficial long-term business relationship.
I want to write about how to create and foster this type of partnership by relying on five key principles I believe to be the corner stones for achieving such feat:
- Purpose
- Expertise
- Humility
- Professionalism
- Detachment
PURPOSE – GET THEM TO THINK RESULT BASED
Prospects often don’t know what they want or need. If you don’t find the root problem, they focus on irrelevant details like machine cost, PLC brand, or reducing the quote. This shows a lack of understanding on both sides. Make them see the real purpose, aligning your service with their business vision.
EXPERTISE – KNOW YOUR STUFF
Be the expert. Study, explain, and teach your product. Any unanswered technical question damages trust. Be their knowledge source.
HUMILITY – BE A GOOD HUMAN
First, you’re human. Be humble, thankful, and give without arrogance. Good character goes a long way.
PROFESSIONALISM – BE DEPENDABLE
Show up on time, keep your word. Be transparent and direct. Your clients will appreciate honesty. All successful people do. Even you (think about it).
DETACHMENT – NOTHING CAN HURT YOU
Losing a deal isn’t the end. Maintain perspective—life’s more than business. Keep working; good things will come.
The more you foster this mentality of being detached from the deal, the more you are able to help clients and others achieve their goals without bias. And that pays off.
CONCLUSION – EVERY SALE IS A RELATIONSHIP
Each sale is a relationship, requiring energy and resources from both sides. Like personal relationships, business partnerships need qualification and deep understanding before commitment. Not all matches are perfect. The principles here build a foundation for healthy, long-term partnerships.
Let’s talk
Does our story resonate with you? If you’re looking for a partner who values loyalty, hard work, and delivering results as much as you do, let’s connect. I’d love to hear your story and explore how we can build something great together.
LinkedIn: https://www.linkedin.com/in/ryanpabloc057/
Brasil: tecnoxdobrasil.com.br
