Offline Selling Tactics that work!
Posted 5th October 2012 at 12:56 AM by ccstudio
I have been learning from Jason Kanigan. He is a warrior that really brings a great approach to our industry. I actually did an interview with him. You can watch it at http://ccstudionews.com/overcoming-c...ll-reluctance/ This was a really great interview where he discussed how to get passed the gatekeeper and get to the right person. You have to set yourself apart from everyone else out there trying to sell them something. My VA used this approach to schedule an appointment for me with a National company, a Regional company and 2 local companies in one week!
Everyone calls or walks in and starts telling them what they can do for them. That may not even be what they need.
He teaches how to right off the bat hit them with where they are hurting. Then you have their attention. Consult - don't sell. That sets you apart.
Here is a great intro - "What is the one thing that is challenging you in your business that you would like to have solved" Find that out and solve it and you have a customer for life.
I had a client that was having problems with the health inspector. Her freezer was always a few degrees too warm when the health inspector came in to see her at noon every time after the employees had been in and out over and over. The ice machine was right outside the door and had that area pretty hot. There was a customer that researched her rating and found that report and posted it on yelp. It was seriously hurting her business. He said he would remove it when she got an A on her inspection. which wasn't going to happen until she solved the problem.
i went online and found a local restaurant supplier that handled plastic freezer strips to put up over her freezer door to help keep the cold in and the heat out. My son and I went and installed it with 4 screws and the problem was solved. I solved her problem that was way out of my normal business routine but then I had a customer that loved me and went on to do quite a bit of business with me.
Go make it happen this week.
To Your Success,
Brad Dixon
Everyone calls or walks in and starts telling them what they can do for them. That may not even be what they need.
He teaches how to right off the bat hit them with where they are hurting. Then you have their attention. Consult - don't sell. That sets you apart.
Here is a great intro - "What is the one thing that is challenging you in your business that you would like to have solved" Find that out and solve it and you have a customer for life.
I had a client that was having problems with the health inspector. Her freezer was always a few degrees too warm when the health inspector came in to see her at noon every time after the employees had been in and out over and over. The ice machine was right outside the door and had that area pretty hot. There was a customer that researched her rating and found that report and posted it on yelp. It was seriously hurting her business. He said he would remove it when she got an A on her inspection. which wasn't going to happen until she solved the problem.
i went online and found a local restaurant supplier that handled plastic freezer strips to put up over her freezer door to help keep the cold in and the heat out. My son and I went and installed it with 4 screws and the problem was solved. I solved her problem that was way out of my normal business routine but then I had a customer that loved me and went on to do quite a bit of business with me.
Go make it happen this week.
To Your Success,
Brad Dixon
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