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We Are All In The Same Boat ... Trying To Make That Next Sale.

Sunday, March 1, 2009

Lots happened since we last talked. I flew to Destin, Florida to speak to 45 Nursing home Administrators. They were being introduced to the concept of “marketing” and were in need for strategies for connecting with more prospects in an effort to sign more customers. Sound familiar? While in Destin, I saw a nasty Gulf of Mexico as it was responding to Hurricane Ike’s wrath. The beach had disappeared and the road back to the airport had washed out. This was mild when compared to the Texas “hit” the following day but it gave me a renergized respect for Mother Nature. 

Then today, Sunday, back on dry ground, I attended a Home Trade Show and was introduced to a number of entrepreneurs in booths manned (and womaned) by  good, hard-working individuals trying to make a living.
Some booth sitters came on stronger than others. Some caught my attention as I passed by. Others actually repelled me from their booth.
“What was the difference?” I asked myself as I sauntered down each aisle.
I think you have to call it chemistry. Or maybe packaging. I don’t know how else to explain it. Except maybe for the obvious. 

The products that I had an interest in had a better chance of getting my attention. This brings me back to a truth I have always tried to share. In the majority of cases (999/1000) you can’t sell me anything I don’t already want to buy.

So, STOP TRYING TO SELL SO HARD. Instead, allow your magnetism (personality)  do its thing. Start spending more time and effort looking for the people who want to talk about your service. These will be the same people who more often than not have a need for your service and if you communicate appropriately, chances of working with this individual will be in your favor.
And here is a second truth worth internalizing. If I have an interest in your product, DON’T SHOOT YOURSELF IN THE FOOT. Work with me. Talk to me. Ask me questions. Look me in the eye. And don’t insult me.
True story. I had a need for a product... sometime down the the future. I found an individual I could trust...who I liked...who past the unwritten test. I purchased a product at yesterday’s trade show. Funny how these things work.
It is tough out there ... regardless of your industry. The secret lies with your persistence and professional communication. Don’t quit on yourself. Your next customer is out there. Go find them.

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