Today in the consumer's world, they are continually
bombarded with marketing ploys. Products in every room of their house
continue to broadcast their message to their audience. I haven't even
mentioned TV yet. If we are going to be heard, seen and felt, as a
potential rival to what is already offered, we must definitely stand
out. Be a Professional. Dress, walk, listen and talk professionally.
Stand out from the crowd with supreme customer service. Focus on the
little things.
If you say you are going to do something, do it on
time. Don't forget to watch your personal hygiene and take pride in the
way you dress, that you are putting the right image over. Remember,
everything counts. Don't bully your way into an appointment. They may
have agreed at that moment, however there is a good chance the
appointment will be cancelled. If you have to resort to this, you are
selling the wrong product. Bullying and manipulation is like steroids,
they accelerate your sales for a time, however there are some unsightly
side effects, like not being able to look yourself in the mirror. Don't
be a peddler of wares or a con artist. Be a professional. It is a lot
easier.
Go back for more Let me tell you an important fact. It
takes a lot of calls on average before someone agrees to an
appointment. Don't give up after the 1st or second call. Keep going.
Even if you can't get onto the particular person you are trying to
contact. Go back to the reception or gatekeeper to see if they have any
suggestions to help you to get through to who you are calling. Maybe
they can put you through to the potential customer's assistant, say for
instance or their colleagues. No matter who you are talking to, always
continue to put across a clear, consistent and concise message. Focus
on the, "WIIFM" Your potential buyer's wants to know, "what is in it
for me"(WIIFM).
You have to approach every potential buyer with
the confidence of your product or service adding some benefit to their
situation. If you want to get their business, provide products and
services with integrity that are matched to a buyer's wants and needs.
It is never about what you want. It is always going into situations
thinking how you can add value to their particular focus. If you are
continually trying to get the best for you it will come through in your
sales. Focus on the customer's wants and needs, they lead to a
continual pipeline of contacts and potential add on sales. When you
prospect believe that your product will add value or solve that
particular problem, to their situation. It is always about what is in
it for them. Always call with this attitude. C'mon, get out there and
be tenacious.
