Letter from the Editor
The Power of Ethical Sales
Twenty years ago , in a still-budding IT services industry , it wasn ’ t uncommon for a business to have half as many servers as staff . For an IT firm that is only sales-focused , sure , that brings in hard cash . It ’ s one sales strategy , but I ’ d argue not an effective one . Why ? Because that tactic doesn ’ t ask the most important question : Does this makes sense for the client ?
At IT Radix , we believe in the power of ethical sales . Our strategy is to build trust with our clients and be open and honest during the entirety of the sales process . We do this by showing examples of how we ’ ve performed what we said we would and how we hold ourselves accountable for our commitments .
Why is this a better strategy than selling as many products and services as possible ? Because our clients are savvy . They know they have a choice when it comes to IT firms . They want someone who is responsive and follows through . When we meet with a prospective client and think they are already in good hands with their IT professional , we ’ ll tell them so . We ’ re not turning away a sale . We ’ re building trust . That client may say , “ Wow , that ’ s so honest . We respect that . We want to work with you anyway .”
In Linda Kaplan Thaler and Robin Koval ’ s book , The Power Of Nice : How To Conquer The Business World With Kindness , the belief is that bringing in high-quality clients and experiencing growth stems from being of service to people . In return , it helps us achieve our aspirations . “ Nice is not naive . Nice does not mean smiling blandly while others walk all over you . Nice does not mean being a doormat ,” Kaplan Thaler and Koval write . “ In fact , we would argue that nice is the toughest four-letter word you ’ ll ever hear . It means moving forward with the clear-eyed confidence that comes from knowing that being very nice and placing
other people ’ s needs on the same level as your own will get you everything you want .”
We don ’ t see kindness as a weakness , either . That ’ s why if we don ’ t think we ’ re the right fit for a company , we ’ ll tell them . That ’ s why if we truly believe you need a more robust cyber security infrastructure , we ’ ll let you know why and exactly how much it will cost all-in , with no scope creeping . It ’ s why we greet you with a warm smile , a hello , and a handshake . When our neighbor needs help recycling 20 brandnew monitors , we help them find a home on our dime . Because that ’ s not just an ethical business ; it ’ s a successful business that fulfills my employees , clients , and IT Radix ’ s goals .
Does your sales strategy feel like it ’ s a good fit for you ? In this issue of Momentum NJ , we bring you tips from experts to grow your sales fast while working within the definition of ethical sales that feels right for you .
Enjoy !
Cathy Coloff Managing Member of IT Radix and
Editor of Momentum NJ Magazine
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