Since the emerging of a more remote way of working, the world feels a little less personal. As a Transworld Business Advisor adding the human touch can help your clients, immensely.

There’s no denying the fact the world has embraced a virtual way of working. But, this shouldn’t mean old-school ways need to die out. In fact, here at Transworld Business Advisors, we’re successfully balancing the best of both the old and the new with our most successful franchisees making the sales process feel much more human.

Transworld Business Advisors support the owners of businesses with the sale of it. This is often a deeply personal process, so sellers want to know they’re more than a pay cheque, at the end of the day. As the old adage goes: the higher the price tag, the more time we invest in the sale. But this shouldn’t detract from the fact we’re dealing with people – even though we’re living in a more virtual world.

So, as the owner of a Transworld Business Advisors franchise, here are some of the ways in which you can help the process feel more human for your clients:

1. Don’t shy away from face-to-face
   Building trust is the biggest component of our most successful Transworld franchisees. They understand the client is, first and foremost, a human making a potential difficult life changing decision about their future. Making time for your clients away from a computer screen, is a big statement to make. So, as a Transworld Business Advisor, although you don’t need to have your own office, we recommend you have somewhere you can meet clients in comfort. It lets them know you value them, and are prepared to make time for them.

2. Show genuine interest
   When we’re busy, it can be too easy to respond to client queries with a generic, blanket reply. Even a quick reply is better than something which feels impersonal. Although, there may be times when it’s easier to pick up the phone, instead. Our Transworld franchisees and their teams of brokers, have mastered the art of making clients feel like they’re important, by showing genuine interest in them. Sure, it takes time to achieve this; most types of relationships do. But, the benefit to your client is the difference between them coming back to you for future projects, or not.

3. Personalise your buyers, too
   When someone is looking to buy a business, how you treat them is as much a part of the sales process, as closing the deal. They have their own hopes, aspirations and goals, so it’s worth spending time hearing this to know if they’re right for your seller. Many within our Transworld network didn’t have previous business sales experience. However, they had experience in managing people and/or projects. Employing a people-first approach, combined with our experience and training can help you utilise the best of what you offer, as you support buyers building their portfolios.

4. Be more human
   We all know how it feels at the end of a day of video calls. It can feel incredibly fatiguing. Good sales advisors are good at putting others at ease. Great advisors have the emotional intelligence to positively impact them – even over the screen. As a Transworld advisor, offering a glimpse of who you are can help put clients at ease, so it’s worth intentionally including casual conversation in your agenda. Clients want to know you’re as human as they are: so if you’re experiencing “Zoom fatigue” understand they may be feeling it too and take a break. They’ll thank you for it!

If you excel with people, then you can excel with a Transworld Business Advisors office of your own. We have the systems and process to help you build a successful business for yourself, you have the personal touch to make your aspirations come true.

If this is something you’d like to explore further, then why not speak to Henry Ziff, Managing Director of Transworld UK.