There are some important business lessons for us in the chorus of the Harry Nilsson song “Everybody’s Talkin’”!
Everybody’s talkin’ at me
I don’t hear a word they’re sayin’
Only the echoes of my mind.
We have so much stuff coming at us all the time: information marketing copy (oft times poorly written) robocalls, emails, salespeople and business owners talking to us (often with poorly written scripts), it all just becomes a jumble of noise. To be heard, we have to differentiate ourselves, and not by simply adding more to the noise.
So, when you went to your last networking meeting or social event, how many people did you meet, who said things like: “We help people do this and that!”, or “My passion is to create more leads for my clients.”, or “I’m looking for new clients for my insurance business, and I’d like to talk to you!” ? Well, there are many different variations.
The truth is that the people you meet care little about your story or your opinions or your business until some relationship is formed. And people would MUCH rather talk about themselves than listen to you talk about yourself! So, if you want to build rapport and relationship, if you want to impress people, if you want to be known as a tremendous conversationalist, don’t talk about yourself. Ask questions and listen. Find common ground, and let people know what you have in common. Be interested instead of interesting!
Oftentimes, business owners and salespeople feel like they have to sing and dance and do a little commercial for themselves in order to impress the people with whom they’re talking, and entice them to buy. Well, it’s true that networking and prospecting and selling are rather like a talent contest, but instead of you, the business owner, being the contestant, you’re Simon Cowell. You’re asking questions, observing, being a detective and determining whether someone you meet might be an ideal practice member or client, or not!
Most important of all…don’t try to sell the first time you meet someone you think might be an ideal prospect. Be patient! Get to know them and let them get to know, like and trust you. Then ask for a sales conversation.
If you want to become exceptional at relational selling, have a chat with a Sales Wizard!
Here are a few value-packed resources of which you can take advantage at no charge:
- Wednesdays With the Wizards is a brand new, weekly Facebook Live event for you. Another great sales and marketing wizard, Murphy Alafoginis, and I will be sharing stories, sales and marketing tips, fun stuff and answers to your sales and marketing questions. You can tune in at 9:00 AM EDT every Wednesday at http://facebook.com/redcapsalescoaching.
- You can have access two FREE 3-video series on answering objections. One is specifically for chiropractors, and would be useful to any kind of alternative health professional. The other is specifically for coaches, and would be helpful to any service-oriented business. http://redcapsalescoaching.com
- If you’d like to spend an hour with a sales wizard to talk about your business and your sales, ask questions privately and get some great sales tips, ideas and strategies, you can go the Calendar at http://bit.ly/wizard-strategy. There’s no charge, no obligation and no pressure when you take advantage of this resource.
Feel free to take advantage of any or all of these free resources!
Love & blessings,
THE Sales Wizard