In an attempt to make the sale all too often you create the us vs. them scenario. Presentations turn into unnecessary displays of overwhelming horsepower. We bring in the experts to testify to our strength, ability, and prowess in the market.
Our latest success entertains and mesmerizes the audience in attendance. Is that what you came to do, preform like a trained animal to the delight and amusement of the crowd? Did you ever consider campaigning to the party instead of pitching to the crowd?
Think about turning the next opportunity to sell (what ever that is) a chance to campaign. When running for office or presenting issues the vocal “no” vote is not my concern. The “yes” vote is not my concern. It is the “maybe” I need to concentrate on. A “no” vote isn’t looking for me to do business with, a “yes” vote already does, but the “maybe” needs help making the choice. So just how do you do that?
1. Identify your best customer.
a. What are they hoping for or afraid of that your product can solve?
b. What do they want back in their life that you product provides?
c. What do they long for that your product or service can provide?
d. What disappointments do they have that your solution will end?
e. What lies do they tell themselves instead of putting a real solution in place?
f. How can your product be the real solution?
2. Offer the best solution you have based upon what they tell you they need.
3. Make sure you are in front of the right audience. <RANT> People following me on Twitter that are social media gurus, web design experts, and the like DMing me after I follow back to offer me their services! I would at least like to exchange a little dialog before you start the spamfest! </RANT>
4. Create that audience by providing prospects with simple easy solutions they can apply TODAY to get results. Instant value to ease their pain will win you a spot as trusted adviser. I would be more likely to hire a person that has educated me on who they are, what they do, and demonstrate it. Not shout at me and send me spam.
Thanks again to Brendon Burchard for sharing this information with me. He is a guy who knows how to campaign to the party.
Michael Mock
Technology Workgroup
