You have the Best Offline Services to Offer but.. YOU CAN'T GET ANYONE TO LISTEN
This is such a common issue, getting to someone with ears and eyes open, instead of them starring at the door or preceptionist to get you out!
We tend to focus so hard on the core act of just prospecting for new clients that we loose sight of the actual element that gets them to respond to you. Snake oil doesn't work and business owners need to see real worth in you before they will lend their eyes and ears your way.
Those that know me and have bought my courses, understand I teach how to use free (easy and fast to create) videos as a way to gain credibility, trust, comfort and confidence with business owners.
Not only is the perceived value extremely high, but they can identify with video and see it as something that could have taken a long time to create. In other words you are providing them a UNIQUE TO THEM product and not just photo copying a flyer, report or brochure.
This relates to me giving something to you of high value, then shutting up. No behind the back, "what am I going to get in return" gimmicks or hidden agendas. You genuinely have to portray this. If they sense a back door lurking, don't let the door hit you in the backside, as you are done. I simply let human nature take over and create an environment where getting something in return is not only possible it is highly likely. Yet, I never ask for it.
Why?
Trust and confidence
Trust that I may be someone whom their company can entrust the marketing to and confidence that I will see it through. Without this, I am on the Yellow Page sales or phone system show everyone else has already seen a million times before.
In order for business owners to HEAR what you are saying, you need to have their trust and confidence, even on the most basic level. Only then.. will what you say be heard and more importantly..be UNDERSTOOD.
It then becomes two people chatting about the business, exchanging thoughts back in forth, instead of you talking to a person with head phones on where I can hear you but also hear my music. The key here is we don't want the headphones to go in the first place.
Business owner undivided attention is the next step to dollar signs but we must understand how to genuinely offer something of value, show interest and do so without wanting something in return.
If you can do, the checks will surely follow : )
Christopher
We tend to focus so hard on the core act of just prospecting for new clients that we loose sight of the actual element that gets them to respond to you. Snake oil doesn't work and business owners need to see real worth in you before they will lend their eyes and ears your way.
Those that know me and have bought my courses, understand I teach how to use free (easy and fast to create) videos as a way to gain credibility, trust, comfort and confidence with business owners.
Not only is the perceived value extremely high, but they can identify with video and see it as something that could have taken a long time to create. In other words you are providing them a UNIQUE TO THEM product and not just photo copying a flyer, report or brochure.
This relates to me giving something to you of high value, then shutting up. No behind the back, "what am I going to get in return" gimmicks or hidden agendas. You genuinely have to portray this. If they sense a back door lurking, don't let the door hit you in the backside, as you are done. I simply let human nature take over and create an environment where getting something in return is not only possible it is highly likely. Yet, I never ask for it.
Why?
Trust and confidence
Trust that I may be someone whom their company can entrust the marketing to and confidence that I will see it through. Without this, I am on the Yellow Page sales or phone system show everyone else has already seen a million times before.
In order for business owners to HEAR what you are saying, you need to have their trust and confidence, even on the most basic level. Only then.. will what you say be heard and more importantly..be UNDERSTOOD.
It then becomes two people chatting about the business, exchanging thoughts back in forth, instead of you talking to a person with head phones on where I can hear you but also hear my music. The key here is we don't want the headphones to go in the first place.
Business owner undivided attention is the next step to dollar signs but we must understand how to genuinely offer something of value, show interest and do so without wanting something in return.
If you can do, the checks will surely follow : )
Christopher
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"Some see private enterprise as a predatory target to be shot, others as a cow to be milked, but few are those who see it as a sturdy horse pulling the wagon." -- Winston Churchill