#31 – Sales is Transactional – Service is Relational

The Chris Weir Experience

There is a significant difference between sales and services. It takes two very different strategies and thought processes. Sales is a short-term process. Our goal is very simple, turn the prospect into a client. So, our activities and strategies are centered around this transaction.

Once the transaction is complete, we then have to shift gears into service. This is a long-term process. Our goal is retention of the client over time, ensuring they continue using us into the future. So, our activities and strategies are centered around client loyalty, upsell/resell, etc.

In an ideal scenario, these two roles would be filled by different people. It’s very difficult, and generally unsuccessful, to ask a hunter to be a farmer and even harder to ask a farmer to be a hunter. It takes two completely different types of people to be great at these roles.

At the end of the day, you can have the best marketing and advertising, the most beautiful store, and the greatest products or services; however, if you can’t convert prospects into clients, all of those things are a waste. And then you have to be able to retain those clients or, at the very least, turn them into evangelists for your business; or the sale was a waste.

Make this a focus of your business, trust me, you will be glad you did.

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Thank you so much for consuming my content. I sincerely hope that, at least on some level, you find value. I will never claim to have all of the answers. All I have are my experiences – successes and failures – and I hope you enjoy hearing about them as much as I enjoy sharing them.

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Chris Weir is the Chairman and CEO of The Weirdo Group, and the active CEO of Two Second Media, a full-service media, marketing, and advertising agency focused on supporting small to medium sized businesses. For more than a decade, Chris has produced marketing and advertising campaigns for brands such as Nike, Yamaha, Chevrolet, Lonza, The Veteran’s Administration, Susan G. Komen Foundation, and countless local and regional corporations and brands.

In addition to Two Second Media, The Weirdo Group is growing to include Front Yard Marketing, which is a modern-day real estate marketing firm, and Weirdo Talent, which represents musicians, performers, athletes, influencers, etc. Also, along with his wife Candace, Chris co-directs Wine Down Therapy, which promotes and sells award winning wines from vineyards around the world.

For many years, Chris has been called on to give presentations, keynotes, lectures, and training seminars for audiences of all sizes. Recognized as engaging and thought-provoking, Chris has spoken for organizations and businesses, universities and local governments, and even hosted his own talk radio show.

Over the past decade, Chris’s advertising agency has been awarded 3 Addy Awards, 6 Telly Awards, 4 Communicator Awards, and he was named Ohio Businessman of the Year in 2005. Also, in 2005, he won a national advertising award from Mortgage Originator Magazine for Most Innovative Marketing Strategy in the mortgage industry.

Business: [e-mail]

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