We invariably and continually make changes in our lives. While the topics are endless, the approach for each holds five basic steps in common. Routinely making these steps a habitual practice will serve to improve your results.
Research
Email and social media are perfect examples of people attempting to sell without knowing a thing about us. It’s the “blast” approach that has little to show for the effort. Personalization to the message is missing and it’s evident they don’t know a thing about us. This isn’t someone with whom I would conduct business, would you? Should your answer also be “no” then take measures to not repeat the same.
Given Google is the number one search engine, begin with a Google search on the company or the people in question. Click on the multiple links that appear. Read what other people have to say. Understand, there is usually at least one disgruntled person, so make certain negative comments aren’t the standard. On the other hand, positive comments are very encouraging. You might also learn of related endeavors in which they are partaking that will provide insight and lead to a more in-depth conversation for when you do meet.
Commonality
As you follow the links to review a variety of sites, make note of unique insights gained and potentially what you might have in common. Is there a basis for a more in-depth conversation?
Upon reviewing your notes consider how you can turn your brief introduction into what caught your attention and why; connect the dots with a common interest.
Review Past Conversations
Typically, your audience will ask similar questions of you, and a few will be among the most popular.
- Which topics are continually mentioned?
- Where does your main interest lie?
Paying attention to the answers of these questions may likewise provide you with insight for delving into a deeper discussion with your prospect. And recognizing your primary interest will help you to qualify future clients to know with whom you will enjoy working.
Depth
In order to have another party seriously consider you as a vendor, your sincerity and integrity come into play. To be certain of what you want to share, begin by asking questions to learn more about your prospective client. Listening first and speaking second are key steps, particularly if you are trying to get your point across to make a sale. Given you were the one to discover the commonality and know how you may further assist, it is your job to connect the dots for your prospect.
When it is your turn to speak, the first statement should refer to the research you did and the nice surprise you found regarding the areas you do have in common. This will develop a free flowing conversation, and one that normally allows for strengthening the relationship, credibility and trust.
Ask!
Most people end meetings with no idea of where they stand. A series of questions are to be asked before you conclude the meeting. For example try asking these, but in your own words:
- We covered a lot of information today, does it sound of interest; and what else do you need to know?
- Do I appear to be the type of provider with whom you would like to work?
- What is your timeframe for getting started?
Working in this manner will serve to build the relationship, trust in you, and faith in your personal brand. These 5 actions will lead you to the Smooth Sale!
