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Will You Add? - Ten Ways to Make Prospects Like You Enough to Buy from You
In any office, anywhere in the world, there will be coffee. Where there is coffee, there are mugs. Mugs come in many different styles, shapes, and colors. Why not provide a mug of your own. A promotional mug with your business name on it, will publicize your business, and provide a practical item for the millions of coffee drinkers out there. There is a reason why all the promotional items available are all things that people need and that have a practical use. It is because it works.Coffee drinkers drink coffee for the caffeine, because they like it, or both. For those that drink coffee for the caffeine, they just need a mug that is durable, and can hold a good amount of coffee. Any promotional mug can do that. For those that enjoy it, they tend to want a complete sensory experience. Some people use coffee as an escape. The smell of the coffee, the warmth of the mug, and the design, picture, or message of the mug just takes them away. It gives some people a moment of peace in the midst of chaos. The most successful coffee companies know this. Today, many people find the same comfort in tea. A promotional mug is great for tea as well. Your business can provide
8. Be humble, always give credit to others for any success you enjoy.
Only Ted Turner and a handful of celebrities can get away with arrogance. No one – and I mean no one – likes a blowhard; that is, someone who is quick to give himself credit when things go great and blame others when things go poorly.
The self-demeaning statement is powerful at making customers and prospects like you. Here’s an example of a story a salesperson recently told a prospect on a sales call:
“I am the luckiest salesperson on the planet. Yesterday, I was driving down the highway when my cell phone rang. I recognized the number as that of one of my biggest prospects. As I was flipping open the phone to answer it, I dropped the phone and it rolled under the driver’s seat. I could hear the prospect yelling into the phone as I pulled over to the side of the road to retrieve it from under my seat. By the time I got to the phone, he had hung up. Of course, I called him back immediately. When I told him what happened, he laughed himself silly, just before he finally gave me a huge initial order. I felt like I really dodged a bullet. I had been calling on this prospect for over a year.”
What did telling this story do for the salesperson? It make him look “human.” He obviously had enough confidence in himself to tell a story that might have made him look like a klutz to his prospect. It had a happy ending. He got the point across that he was persistent, committed and diligent in pursuing a key prospect.
<All entrepreneurs who run their own small companies believe that they have the greatest customer service and yet if they were to survey their customers they might find out the truth about exactly how happy their customers actually are. When doing surveys for customer service for small businesses I am always amazed at the difference between what the entrepreneur thinks about his own customer service and what the customers actually think.Another interesting point is that many customers who no longer do business with the company had a bad experience with customer service and rather than telling the company about it they told 20 of their best friends about the poor customer service they received. These customers generally will not participate in customer surveys because they are no longer customers or because they are not the type of person who would bother to fill-out a survey.Your company's customer service and the truth about happy customers may be completely different and perspective based. From the customer's point of view they think you're customer service is lousy and from your point of view you believe you are doing the most you can possible and st
The only possible exception occurs when buyers have no choice but to do business with a particular salesperson or a particular company. Perhaps the company manufacturers or sells a proprietary product or service. Perhaps the buyer’s preferred vendor is out of stock and the buyer has to go elsewhere to service his or her customer. There are probably several other reasons I could think of, but these are rare exceptions, not the rule.
As I said above, people by and large do business with people they like. I would even go so far as to say that people go out of their way NOT to do business with people that they DON’T like.
Some call this system the “good old boy” system and say that it’s not fair. I disagree. I believe that it is everyone’s right to do business with whomever they choose. If how much buyers like a particular salesperson is the criteria they choose -- well, it’s their money and they can spend it wherever and with whomever they wish.
As the salesperson, it’s your job to make prospects like you better than they like the salesperson they currently do business with. If prospects like your competitor better than they like you, whose fault is it? I believe it’s your fault! If 99.9% of buyers do business with people they like, then your skill level at getting your prospects to like you better than they like your competitor is certainly as important if not more important than all of the other skills a top producing salesperson must possess.
Techniques to Get Prospect to Like You
1. Put the prospect’s interests above your interests. Never be so desperate for an order that you will make a sale when it would be in the customer’s best interest to purchase another product from another salesperson. When a meeting planner calls me to discuss speaking at, say, the company’s managers conference, I always quiz the meeting planner to make sure that I am the best speaker for the job. If I’m not – if I know of a speaker that would provide more value than I can provide – I do my best to guide the meeting planner in the direction of the more appropriate speaker. When prospects see you putting their interests ahead of your own, you all of a sudden become better liked and better respected.
2. Remember the Platinum Rule. No, I’m not confusing my precious metals. The Golden Rule says, “Do unto others as you would have them do unto you.” The Platinum Rule© says, “Do unto others as THEY would have you do unto THEM.”
There’s a big difference between these two rules. One focuses on you and what you like, while the other focuses on your prospects and that THEY like. Another way of putting it might be to say:
“Treat your prospects like they like to be treated.”
“Talk to your prospects about the kinds of topics that they like to talk about.”
3. Dedicate time to researching your prospects.
Learn a lot about your prospects likes and dislikes, pet peeves, interests, hobbies, hot buttons, etc. The more you know about a person, the better position you’re in to apply the Platinum Rule, earn their respect and make them look forward to your visits.
A few years ago, my daughter was sales manager for Nextel in Charlotte. One day she called me from the Lowe’s Motor Speedway. “What are you doing at a race,” I asked her in amazement that she would be spending her Saturday at race track.
“As you know, dad, most of my customers here are home builders and every time we’re together, all they seem to talk about is NASCAR racing. If I’m going to have a chance of beating out my competitors in this market, I’m going to have to be able to participate in conversations that include NASCAR. That’s why I’m here.
Personally, I love Atlanta Braves baseball, but when I work in Philadelphia or New York, I don’t find a groundswell of interest in the Atlanta Braves. In fact, the baseball fans in the northeast seem to be pretty tired of the Braves winning the Eastern Division year after year. So when I am talking to prospects in those markets, it behooves me to learn a little bit about the Philadelphia Phillies, the New York Mets and Yankees.
4. Smile a lot. Never complain.
Almost everyone likes a person who is happy and easy to be around. Almost no one enjoys being around a person who is always having a bad day or who is a persistent complainer. When a customer or prospect asks you how you’re doing, get in the habit of answering, “Terrific.”
5. Look for something that is worthy of a compliment and point it out to the prospect.
The rule is that the compliment must be sincere. The prospect will see through an insincere compliment in a heartbeat. Study the prospect’s business well enough to find something that this company is doing better than similar companies you know about. First of all, when you identify something specific a prospect is doing that is worthy of a compliment, you will come across as an astute observer. Second, you will make the prospect feel ten feet tall.
6. Employ Customer Care tactics.
If your conversation with a prospect uncovers that the decision maker is a big Pittsburgh Steeler fan, go to the Amazon.com Web site and peruse the books that have been written about the Steelers. Find one you can afford – not too expensive and not too cheap – and give a copy to the prospect on your next call. Say something like, “I ran across this book and thought about you. I sure hope you enjoy it.” Be sure to jot a short note in the front of the book so the prospect will remember who gave it to him.
Customer care tactics are endless. The better you get to know each prospect, the more effective you’ll be at identifying small gifts, magazines, articles, etc., that the prospect will appreciate. (As you practice #3 above, you’ll find more opportunities to use Customer Care tactics.)
7. Help a prospect solve a problem.
We all have pressing problems that drive us nuts. Anyone who can bring us a proven and workable solution will be forever appreciated. Once you have earned the right to ask this kind of question, say to your prospects: “I do my best to be not just a salesperson to my customers and prospects, but also to be a problem solver. If you will share with me a business problem that is eating at you, I will do everything in my power to bring you a couple of ideas to help you solve the problem.”
The is the best way to earn an order and to make a prospect really like and also regard you as a business partner.
8. Be humble, always give credit to others for any success you enjoy.
Only Ted Turner and a handful of celebrities can get away with arrogance. No one – and I mean no one – likes a blowhard; that is, someone who is quick to give himself credit when things go great and blame others when things go poorly.
The self-demeaning statement is powerful at making customers and prospects like you. Here’s an example of a story a salesperson recently told a prospect on a sales call:
“I am the luckiest salesperson on the planet. Yesterday, I was driving down the highway when my cell phone rang. I recognized the number as that of one of my biggest prospects. As I was flipping open the phone to answer it, I dropped the phone and it rolled under the driver’s seat. I could hear the prospect yelling into the phone as I pulled over to the side of the road to retrieve it from under my seat. By the time I got to the phone, he had hung up. Of course, I called him back immediately. When I told him what happened, he laughed himself silly, just before he finally gave me a huge initial order. I felt like I really dodged a bullet. I had been calling on this prospect for over a year.”
What did telling this story do for the salesperson? It make him look “human.” He obviously had enough confidence in himself to tell a story that might have made him look like a klutz to his prospect. It had a happy ending. He got the point across that he was persistent, committed and diligent in pursuing a key prospect.
Every year as the holidays approach, most jobseekers and career changers make the mistake of halting all their efforts. They believe there is no point in pursuing new opportunities during the holidays, and that nobody is making hiring decisions until January, so “why bother?” Many decide to do absolutely nothing from mid-November to the second or third week in January!Making these kinds of assumptions about the holidays is, again, a huge mistake!When it comes to the holidays, I suggest you become a "contrarian" – and do what all the other job seekers are not doing. Since most of them are taking an extended break, this opens up real opportunities for you!The reality is that the holidays are an excellent time to develop and create new contacts for your job search or career transition. Many companies are completing their budget planning for the next fiscal year. This is often the best time to get in front of hiring managers to create a position for you next year. Many managers have to fill openings early in the year or they may lose the budget for that position. Also, once year-end bonuses are paid, a predictable percentage of employees will leave the
2. Remember the Platinum Rule. No, I’m not confusing my precious metals. The Golden Rule says, “Do unto others as you would have them do unto you.” The Platinum Rule© says, “Do unto others as THEY would have you do unto THEM.”
There’s a big difference between these two rules. One focuses on you and what you like, while the other focuses on your prospects and that THEY like. Another way of putting it might be to say:
“Treat your prospects like they like to be treated.”
“Talk to your prospects about the kinds of topics that they like to talk about.”
3. Dedicate time to researching your prospects.
Learn a lot about your prospects likes and dislikes, pet peeves, interests, hobbies, hot buttons, etc. The more you know about a person, the better position you’re in to apply the Platinum Rule, earn their respect and make them look forward to your visits.
A few years ago, my daughter was sales manager for Nextel in Charlotte. One day she called me from the Lowe’s Motor Speedway. “What are you doing at a race,” I asked her in amazement that she would be spending her Saturday at race track.
“As you know, dad, most of my customers here are home builders and every time we’re together, all they seem to talk about is NASCAR racing. If I’m going to have a chance of beating out my competitors in this market, I’m going to have to be able to participate in conversations that include NASCAR. That’s why I’m here.
Personally, I love Atlanta Braves baseball, but when I work in Philadelphia or New York, I don’t find a groundswell of interest in the Atlanta Braves. In fact, the baseball fans in the northeast seem to be pretty tired of the Braves winning the Eastern Division year after year. So when I am talking to prospects in those markets, it behooves me to learn a little bit about the Philadelphia Phillies, the New York Mets and Yankees.
4. Smile a lot. Never complain.
Almost everyone likes a person who is happy and easy to be around. Almost no one enjoys being around a person who is always having a bad day or who is a persistent complainer. When a customer or prospect asks you how you’re doing, get in the habit of answering, “Terrific.”
5. Look for something that is worthy of a compliment and point it out to the prospect.
The rule is that the compliment must be sincere. The prospect will see through an insincere compliment in a heartbeat. Study the prospect’s business well enough to find something that this company is doing better than similar companies you know about. First of all, when you identify something specific a prospect is doing that is worthy of a compliment, you will come across as an astute observer. Second, you will make the prospect feel ten feet tall.
6. Employ Customer Care tactics.
If your conversation with a prospect uncovers that the decision maker is a big Pittsburgh Steeler fan, go to the Amazon.com Web site and peruse the books that have been written about the Steelers. Find one you can afford – not too expensive and not too cheap – and give a copy to the prospect on your next call. Say something like, “I ran across this book and thought about you. I sure hope you enjoy it.” Be sure to jot a short note in the front of the book so the prospect will remember who gave it to him.
Customer care tactics are endless. The better you get to know each prospect, the more effective you’ll be at identifying small gifts, magazines, articles, etc., that the prospect will appreciate. (As you practice #3 above, you’ll find more opportunities to use Customer Care tactics.)
7. Help a prospect solve a problem.
We all have pressing problems that drive us nuts. Anyone who can bring us a proven and workable solution will be forever appreciated. Once you have earned the right to ask this kind of question, say to your prospects: “I do my best to be not just a salesperson to my customers and prospects, but also to be a problem solver. If you will share with me a business problem that is eating at you, I will do everything in my power to bring you a couple of ideas to help you solve the problem.”
The is the best way to earn an order and to make a prospect really like and also regard you as a business partner.
8. Be humble, always give credit to others for any success you enjoy.
Only Ted Turner and a handful of celebrities can get away with arrogance. No one – and I mean no one – likes a blowhard; that is, someone who is quick to give himself credit when things go great and blame others when things go poorly.
The self-demeaning statement is powerful at making customers and prospects like you. Here’s an example of a story a salesperson recently told a prospect on a sales call:
“I am the luckiest salesperson on the planet. Yesterday, I was driving down the highway when my cell phone rang. I recognized the number as that of one of my biggest prospects. As I was flipping open the phone to answer it, I dropped the phone and it rolled under the driver’s seat. I could hear the prospect yelling into the phone as I pulled over to the side of the road to retrieve it from under my seat. By the time I got to the phone, he had hung up. Of course, I called him back immediately. When I told him what happened, he laughed himself silly, just before he finally gave me a huge initial order. I felt like I really dodged a bullet. I had been calling on this prospect for over a year.”
What did telling this story do for the salesperson? It make him look “human.” He obviously had enough confidence in himself to tell a story that might have made him look like a klutz to his prospect. It had a happy ending. He got the point across that he was persistent, committed and diligent in pursuing a key prospect.
<So you want to start a website that will charge the visitors for membership through their credit cards? Such a site can not run unless you have a high risk merchant account. Here are some questions frequently asked by people who want to start accepting credit payments online.Q. What are high risk merchant accounts?A. High risk merchant account is a type of merchant account that is more inclined to encounter fraud. This is due to the fact that people who have such accounts run businesses that do not have any physical representation under the jurisdiction of the law.Most of the time, people who have high risk merchant accounts run their business online. And with the number of computer hackers lurking around the net, they are not safe from people who could get into their websites without having to pay. Due to this, account providers who accept such clients will charge you with high rates that could hinder the growth of your business. Examples of these accounts are adult websites, online casinos, and pharmaceutical merchants.Q. How do I get such an account?A. The process of obtaining such an account could be a long and frustrating process
“As you know, dad, most of my customers here are home builders and every time we’re together, all they seem to talk about is NASCAR racing. If I’m going to have a chance of beating out my competitors in this market, I’m going to have to be able to participate in conversations that include NASCAR. That’s why I’m here.
Personally, I love Atlanta Braves baseball, but when I work in Philadelphia or New York, I don’t find a groundswell of interest in the Atlanta Braves. In fact, the baseball fans in the northeast seem to be pretty tired of the Braves winning the Eastern Division year after year. So when I am talking to prospects in those markets, it behooves me to learn a little bit about the Philadelphia Phillies, the New York Mets and Yankees.
4. Smile a lot. Never complain.
Almost everyone likes a person who is happy and easy to be around. Almost no one enjoys being around a person who is always having a bad day or who is a persistent complainer. When a customer or prospect asks you how you’re doing, get in the habit of answering, “Terrific.”
5. Look for something that is worthy of a compliment and point it out to the prospect.
The rule is that the compliment must be sincere. The prospect will see through an insincere compliment in a heartbeat. Study the prospect’s business well enough to find something that this company is doing better than similar companies you know about. First of all, when you identify something specific a prospect is doing that is worthy of a compliment, you will come across as an astute observer. Second, you will make the prospect feel ten feet tall.
6. Employ Customer Care tactics.
If your conversation with a prospect uncovers that the decision maker is a big Pittsburgh Steeler fan, go to the Amazon.com Web site and peruse the books that have been written about the Steelers. Find one you can afford – not too expensive and not too cheap – and give a copy to the prospect on your next call. Say something like, “I ran across this book and thought about you. I sure hope you enjoy it.” Be sure to jot a short note in the front of the book so the prospect will remember who gave it to him.
Customer care tactics are endless. The better you get to know each prospect, the more effective you’ll be at identifying small gifts, magazines, articles, etc., that the prospect will appreciate. (As you practice #3 above, you’ll find more opportunities to use Customer Care tactics.)
7. Help a prospect solve a problem.
We all have pressing problems that drive us nuts. Anyone who can bring us a proven and workable solution will be forever appreciated. Once you have earned the right to ask this kind of question, say to your prospects: “I do my best to be not just a salesperson to my customers and prospects, but also to be a problem solver. If you will share with me a business problem that is eating at you, I will do everything in my power to bring you a couple of ideas to help you solve the problem.”
The is the best way to earn an order and to make a prospect really like and also regard you as a business partner.
8. Be humble, always give credit to others for any success you enjoy.
Only Ted Turner and a handful of celebrities can get away with arrogance. No one – and I mean no one – likes a blowhard; that is, someone who is quick to give himself credit when things go great and blame others when things go poorly.
The self-demeaning statement is powerful at making customers and prospects like you. Here’s an example of a story a salesperson recently told a prospect on a sales call:
“I am the luckiest salesperson on the planet. Yesterday, I was driving down the highway when my cell phone rang. I recognized the number as that of one of my biggest prospects. As I was flipping open the phone to answer it, I dropped the phone and it rolled under the driver’s seat. I could hear the prospect yelling into the phone as I pulled over to the side of the road to retrieve it from under my seat. By the time I got to the phone, he had hung up. Of course, I called him back immediately. When I told him what happened, he laughed himself silly, just before he finally gave me a huge initial order. I felt like I really dodged a bullet. I had been calling on this prospect for over a year.”
What did telling this story do for the salesperson? It make him look “human.” He obviously had enough confidence in himself to tell a story that might have made him look like a klutz to his prospect. It had a happy ending. He got the point across that he was persistent, committed and diligent in pursuing a key prospect.
<There is a long list of career paths that may interest those who wish to help make the world a safer place for us all. Careers in police work, fire fighting, and ambulance service may come to mind. However, there are other careers –important careers- that also play an equally pivotal role, but many of those careers are lesser known than their high profile counterparts. A fire alarm technician is one of those careers.A fire alarm is a critical element of safety that each of us relies upon for our personal safety at work, home, and play. Fire alarms save lives and protect property each and everyday, and not one of us would ever consider buying a home or working in an office that did not have a functioning fire alarm system. But how often do we consider the fire alarm technician who ensures that those fire alarm systems are working? In many ways, the fire alarm technician is a keystone to the safety of us all, and it may be a career worth considering for those who possess an interest in public safety.Fire alarm technicians are typically responsible for testing, repair, and installation of fire alarm systems. In addition, a fire alarm technician is responsibl
6. Employ Customer Care tactics.
If your conversation with a prospect uncovers that the decision maker is a big Pittsburgh Steeler fan, go to the Amazon.com Web site and peruse the books that have been written about the Steelers. Find one you can afford – not too expensive and not too cheap – and give a copy to the prospect on your next call. Say something like, “I ran across this book and thought about you. I sure hope you enjoy it.” Be sure to jot a short note in the front of the book so the prospect will remember who gave it to him.
Customer care tactics are endless. The better you get to know each prospect, the more effective you’ll be at identifying small gifts, magazines, articles, etc., that the prospect will appreciate. (As you practice #3 above, you’ll find more opportunities to use Customer Care tactics.)
7. Help a prospect solve a problem.
We all have pressing problems that drive us nuts. Anyone who can bring us a proven and workable solution will be forever appreciated. Once you have earned the right to ask this kind of question, say to your prospects: “I do my best to be not just a salesperson to my customers and prospects, but also to be a problem solver. If you will share with me a business problem that is eating at you, I will do everything in my power to bring you a couple of ideas to help you solve the problem.”
The is the best way to earn an order and to make a prospect really like and also regard you as a business partner.
8. Be humble, always give credit to others for any success you enjoy.
Only Ted Turner and a handful of celebrities can get away with arrogance. No one – and I mean no one – likes a blowhard; that is, someone who is quick to give himself credit when things go great and blame others when things go poorly.
The self-demeaning statement is powerful at making customers and prospects like you. Here’s an example of a story a salesperson recently told a prospect on a sales call:
“I am the luckiest salesperson on the planet. Yesterday, I was driving down the highway when my cell phone rang. I recognized the number as that of one of my biggest prospects. As I was flipping open the phone to answer it, I dropped the phone and it rolled under the driver’s seat. I could hear the prospect yelling into the phone as I pulled over to the side of the road to retrieve it from under my seat. By the time I got to the phone, he had hung up. Of course, I called him back immediately. When I told him what happened, he laughed himself silly, just before he finally gave me a huge initial order. I felt like I really dodged a bullet. I had been calling on this prospect for over a year.”
What did telling this story do for the salesperson? It make him look “human.” He obviously had enough confidence in himself to tell a story that might have made him look like a klutz to his prospect. It had a happy ending. He got the point across that he was persistent, committed and diligent in pursuing a key prospect.
<It is important to establish regular communication with your customers to increase the frequency of your customers' purchases. One of the best times to suggest a product or service to a customer is right after they make a purchase. Including a special offer with a purchased item can oftentimes trigger another purchase.Let's say that you are shipping an ordered item to a customer. What do we know? We know that this is someone who is willing to purchase from you (obviously). We know that this is someone who responds positively to your marketing. We know that this customer is eagerly awaiting the arrival of the package. We know that your products are capable of meeting the customer's needs. We know that the shipping costs are already paid for (either by you or the customer). And we know that the customer is going to open the package. This sounds like a pretty good candidate for direct marketing. And including a special offer with a purchased item is a pretty savvy way to cost effectively communicate with a receptive audience.Include your catalog in with the purchased i
8. Be humble, always give credit to others for any success you enjoy.
Only Ted Turner and a handful of celebrities can get away with arrogance. No one – and I mean no one – likes a blowhard; that is, someone who is quick to give himself credit when things go great and blame others when things go poorly.
The self-demeaning statement is powerful at making customers and prospects like you. Here’s an example of a story a salesperson recently told a prospect on a sales call:
“I am the luckiest salesperson on the planet. Yesterday, I was driving down the highway when my cell phone rang. I recognized the number as that of one of my biggest prospects. As I was flipping open the phone to answer it, I dropped the phone and it rolled under the driver’s seat. I could hear the prospect yelling into the phone as I pulled over to the side of the road to retrieve it from under my seat. By the time I got to the phone, he had hung up. Of course, I called him back immediately. When I told him what happened, he laughed himself silly, just before he finally gave me a huge initial order. I felt like I really dodged a bullet. I had been calling on this prospect for over a year.”
What did telling this story do for the salesperson? It make him look “human.” He obviously had enough confidence in himself to tell a story that might have made him look like a klutz to his prospect. It had a happy ending. He got the point across that he was persistent, committed and diligent in pursuing a key prospect.
9. Be appreciative. Show respect. Be courteous.
Always write a thank you note when a prospect gives you an appointment, gives you your first order, gives you a specific obstacle you must overcome, etc. Thank you notes are so rare among salespeople that you can really set yourself apart in an extremely positive way by taking time to write one.
10. Show your prospect how to make more money.
This is my favorite, so I saved it for last. I personally like people who through their suggestions put more money in my pocket than I would have had without their input. Back when I was in purchasing, a vendor invited me to an educational program whereby I had a an opportunity to listen to some of the brightest and sharpest business experts present. This was one of the most beneficial days I had ever spent and it didn’t cost me one nickel. The vendor asked nothing in return. But it was the vendor’s way of gaining my favorable attention and making me genuinely appreciate that company in a way I had not appreciated them in the past.
I hope these techniques will benefit each subscriber to this electronic newsletter.
For more information, visit www.BillLeeOnLine.com. To order, see Shopping Cart or call 800-808-0534 to order via voice mail.
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