Every day, we meet people who could be customers. And, more importantly, everyone we meet probably knows someone who might be interested in our products and services. But how can we make the most of all these meetings without "selling" people off?
How often have you not told someone what you do for a living because you didn't want to seem like you were trying to sell something?
A lot!! - People tell me that a lot at seminars, so I know it's true.
Well, what if I could show you a simple way to get people who are interested in your products to buy, without making people who aren't interested feel like they're being sold to? Would you be interested in that?
OK, but don't let the fact that this idea seems simple fool you. I promise it will completely change the way you network and help you sell more. But even though the idea is simple, you have to change the way you think, which may be much harder to do.
Usually, when you meet someone for the first time, they will ask, "What do you do?"
But what do you say back?
Most people, in my experience, tell you what they do for a living: "I'm an accountant, a lawyer, a furniture salesperson, a web designer, the owner of a beauty salon, etc." And that's usually the end of that talk.
Still, every person you meet could be a potential customer or know someone who could be a potential customer.
Sadly, we don't often find out because we don't talk about business because "selling" makes us uncomfortable.
Of course, there is another answer I sometimes get: "Give me your "Elevator Pitch." I don't like those."
If you've ever been to a "speed networking" event, you will know how this works. The name "elevator pitch" comes from the fact that screenwriters used to jump into an elevator with a producer and pitch their idea before the doors on the next floor opened.
If I ask "what do you do?" and get a sixty-second sales pitch, I spend the last thirty seconds looking for a way out. I don't like being sold to! I've seen that most people don't either.
But we can talk to people about our business without making them feel like we are trying to sell them something. Instead of talking about what you sell or what you do, talk about how you help people.
Depending on who I'm talking to, I'll say something like, "I specialize in helping small business owners get more customers" or "I specialize in helping women in business become great public speakers." I end by asking, "Do you know anyone who might be interested?"
Now, if you run a small business or are a woman in business and I told you that, would you want to know more?
You would, of course. People often respond right away by asking for more information, which tells me they want my help. If they don't respond, they aren't likely to buy from me right now, but at least they know what I do, so they are more likely to tell a friend about me.
I can set up a follow-up if they are interested. "Give me your card, and I'll call you next week to set up a meeting," or "Take my card, and if you sign up for my newsletter at www.speakingandmarketingtips.com, you can get a free ebook that might help."
Make your own ready-made answers and practice them as follows:
I'm an expert at helping...........................
(Describe your ideal customers or a group that includes the person you are talking to.)
to ...................... (how do you help them, what problem do you solve.)
How do you make your answer fit the person you're talking to?
Easy. Make it a habit to ask people what they do first, and don't stop talking when they tell you what they do.
Encourage them to talk about what they do and ask them what problems they run into, especially ones you can help them with.
People love to talk about themselves, and those who are willing to listen to them are the best. Then, almost every time, they ask, "What do you do?"
Me... Oh! I am an expert at helping...
If you've just spent five or ten minutes showing interest in them and what they do, and then you tell them that you're an expert at solving some of the problems they face, do you think they'll want to know more?
