|Sent on:||Saturday, October 1, 2011 3:19 PM|
How's it going. What's new and exciting in your world? As for me I've just been thinking about new business ideas. Don't think I'm gonna do anything quite yet though.
I wanted to talk about a few different business subjects that recently came to mind that hopefully might be of benefit to you in your business.
I was thinking about a meeting that I had recently. It was interesting and I got a few ideas from the meeting but much of the meeting was done really poorly. Here's my thoughts...
Say you're looking for someone to sell product to, recruiting, or trying to promote your business. So you're networking at the meeting, maybe you exchange cards or whatever. You call up someone to meet up with there's a lot of dynamics that happen at this point. Some people might think you just want to meet to chat. Some might think that it might be chat + some business sharing. Then there's perhaps a meeting where one person is selling and the other is specifically showing up to listen and potentially buy.
This is where a bit a pre-qualifying on the phone can go a long long way if you're thinking of doing any sort of presenting or selling at a meeting. Find out if there even remotely interested first and open to hearing about your opportunity. The last thing you want to do is get into ambushing people.
I once got a call from a buddy of mine he's like "lets meet for coffee". So we meet. Next thing I know he's like saying "ya I got into this business you wanna to see more". So I was like "well maybe what's the scoop". So he whips out this dvd player and starts playing a sales video for me in the coffee shop. And I'm just like thinking "wow this is cheezy." And I've had it happen where I get a call from a friend, next thing I know they're trying to pass me off to someone else who I don't know who tries to pitch me on some biz opp that I didn't even want nor ask to hear about. Same thing in person, you show up to meet one person, next thing you know you're ambushed and they brought someone else to do the presentation and they try and ambush you!
So listen carefully....
I'm here to tell you this kind of marketing doesn't work. It's such a waste of time. Listen, if you want to alienate a prospect, here's what you do, you ambush them. They'll get ticked of and never want to do business with you ever. ha ha ;-)
If you want to turn a prospect into a buyer of your product here's an idea to try. Shut up and listen to them. Find out what "they do" ask about how "they are" get to know them first. Because once you start asking them "what do you do" and you just listen and let them talk and you compliment them and seem genuinely interested in them and there business they might start to trust you. Then you just wait, eventually they'll ask "what do you do?"
Wait for them to invite the opportunity, or you can elude to it by saying something related to your business, which again will get them curious and they've already talked about themself so it's almost a given that they'll ask you about you and your business now that they trust you.
So at that point if you have a biz opp don't get into that right away. You might not even want to bring that up during a first meeting with a prospect. What you do want to do is have "product samples" with you. So you talk a bit about what you do, then you break out the product samples and you show them first. If they still seem interested then you "give them" a few to try out.
Again don't mention anything about selling them the product, don't mention the price, and definitely don't' get into talking about the business opp side of things.
You're goal for meeting with a prospect should be to find out if your business or product would be even remotely something that they might be a good fit for. You do that by asking questions. Like when you ask "what they do". Well if they say they're doing something full time and seem completely immersed in it then chances are they'll have little to no time for anything else. But if they say "well I'm not doing anything at the moment but I'm looking around" well that might be a good sign.
So getting back to the samples....
So you give them a sample or two and your card and leave it at that. Don't even talk anymore about your business. If anything get the conversation back on "them" and what they do or like. The more they talk, the more likely they'll sense you're not there to try and "sell" them anything. The more they'll begin to trust you. And then after they trust you or see you as a "friend" then the more likely they are to do business with you later on.
If you wanna see a perfect example of this watch the movie: Glengarry Glen Ross infact I found a few copies online you can watch: http://www.movie-forumz.tv/search.php?searchid=33016967
In this one sence Al Picino has met a prospect. So they go out for drinks they're chatting, laughing having a great time. Al talks nothing about the product what so ever! Then hours later after the prospect has gotten to know and trust Al does Al then ask permission to show him an opportunity, then briefly go into a short like 1 or 2 minute presentation.
See you have to be counter intuitive. If you want someone to join your deal, they first have to trust you. They have to believe you're an authentic person. The more authentic and genuine you are with anyone you meet in any situation the more trust you'll gain.
So again once you've gained the trust, eventually if you get asked about what you do, well you show your product sample. Then if they seem interested, and are holding the product sample, just say something like "oh ya you can have that". Then change the subject. Don't make it look as if you're trying to sell them on anything. Again change the subject. Ask more questions about the other persons life. You want them to not gain any notion that you're also thinking about a sale or about business. You're still trying to build trust. And it can so easily be ruined.
So you leave the meeting, you've made a new friend because 99% of the conversation was not a sales presentation. But you got them a sample so you planted that seed you needed.
If your product is really that good they'll try the product sample and if they like it they might call you back asking to buy some, or more about it. If they don't you can assume they're likely not for them. But still you might arrange to chat and or meet a second time. Again do the same thing, get to know them. Don't worry about your product or biz opp. Now you've built more trust, because the person believes you're just meeting to get to know them better, and you should be, then again at some point during the conversation you might try and mention something about the sample or what you do. So if they say they really liked the sample maybe and only if they seem completely interested you might try and move toward selling them a bottle of your elixer. Or if you can swing it give them some more samples or even give them a bottle of your potion at no cost.
Again you're building report at this point. They're still in that phase of trying to determine where you stand with them. So if you're mostly NOT talking about your biz and mostly talking about them, and only giving them stuff at no cost likely they'll start to warm up to you.
Here's the key people buy from those people they like and who they trust. So by this point they like you because you've become they're friend, and they trust you because you've come across as authentic in your interactions.
See the key is you have to learn to "counter intuitive"...
You have to be. The less you talk about you and your product, the more they'll begin to like and trust you. The more you chase them the more they'll run away. So don't be pushy. Or you'll ruin the sale.
So perhaps try that next time you want to sell something. And don't bring anyone who isn't invited or it's a big giveaway. Just be authentic and genuine, and let the product sell itself.
This is where the ideas of greed and profits can often cloud many entrepreneurs mindset. Trust me, the money will often take care of itself if the product is really good. Set your needs aside and focus on the need of the buyer first. Because you have to address there need first if you ever want to make some sales and meet your need which is making money.
To give you another tip, see in sales your odds of making a sale on a first meeting is something like a fraction of 1%. But by presentation number 12 your odds are like 80%. So that's why the first interaction needs to be about building trust, not about doing any selling at all. Maybe at best giving them a sample product. Then as you meet or chat over and over, eventually they'll get to the point where they might even start chasing you for product and chasing you to ask you to show them your business. But it's rarely ever gonna happen right away. It's a process, and if you're patient and authentic with whoever you meet, putting there needs first, then eventually the act of doing business will follow later on.
The only way you want to present your business on a first meeting is if the prospect has specifically asked you to show them this business and they're authentic about wanting to see it. Even then if it was me I'd just probably offer the sample say a few things in a minute or two then change the subject. The reason is people rarely ever buy on a first meeting. They need multiple exposures with time inbetween for there mind to start to get comfortable with you.
I field tested this for years doing human resources. On my first meeting my goal was to not sell anything, just to try and get the prospect to give me there "email" and permission to email them. Then once I got there email I'd slowly start emailing them with more details. Then gradually as prospects would get familiar with me, my product and my website during multiple exposures they would eventually buy. But again usually always they have to trust you first before they'll ever buy from you or do business with you.
So try and focus on that next time you want to try and sell a product or recruit someone. Like whenever I've been ambushed and or given some pushy sales presentation I rarely ever buy and often I'll end up leaving with a bad taste in my mouth about them. Because I'll think "wow they could care less about me" all they wanted to do was get in my pocket book, what a loser!". So again you have to be careful about the way in which you try and sell someone or prospect. Again watch that movie I sent you the link to. You have to build authentic trust and report first. That means don't talk about you or your business, talk about them and their business first. Be there friend first. And learn to be "counter intuitive" and eventually they'll be asking to buy from you without you having to even do very much selling. Your product and your sincerity will have done the selling for you often times.
So anyway, I'm blabbing a bit here, but I know especially for those of you who do network marketing that this info might come in handy. But I think in almost any business interaction turst and report should come first and it's a critical step to prospecting and selling. Food for thought.
The next meeting I think is on Mon Oct 17th, ahh I wonder how cold it will be by then. rsvp below