Team Alpha 375

Sell More When You've Got The Skinny

by Michael Port

It doesn't matter if you are prospecting, door-knocking, outreaching, introducing or just plain canvassing, if you do any or all of these without knowing the person or business you are contacting, you might as well be calling the President of the United States. At best, you'll find yourself winded, time wasted or wares unwanted. Or at worst... humiliated. And, no one wants to feel like a cheesy, shady, pushy or unprepared salesperson.

So, you say at the end of the day you want to create a never-ending pool of heart warming and bank account filling clients? You want to capture more sales? You want to get booked solid? Make more money? Create a nest egg? Then, do me a favor. Show up front, center and in the know with all the people you want to know. There's no minimizing your overall effectiveness and confidence when you're packin' preparation. So find out...

What motivates the person? What really gets the person's juices flowing? What makes their eyes sparkle? It might be business, family or hobbies. Look at the photos, books and other things sitting on or near their desk or on their website or social media pages. What are they reading, referring to others or genuinely interested in?

What has the person accomplished? Do an online search. Go to their site and do a Google image search if you don't know what the person's smiling face looks like, yet. Who is singing their praises? Have they won awards, received acknowledgments, public recognition or publication announcements?

What common interests might you have? How have your paths crossed? Express your compassion, enthusiasm and understanding for these shared interests. Keep your focus coming back to the person. Use these common interests as a starting place to learn more about how they feel and think about the world.

Who are the person's peers? Do you have any mutual friends or social circle overlap? Do you have common Facebook friends or Twitter follows? And, are you getting involved in these circles? Be informed and stay connected.

Who is their competition? Know the opportunities and challenges the person faces in their business. What challenges will you help them overcome? And, what opportunities will you, ultimately, help them fulfill?

What unique benefits do you offer? What do others love about the way you do business? Be easy. Know your strengths. Show up as the kind of person people love being with and want to do business with.

What excites you about knowing or working with this person? We all want to feel appreciated, acknowledged and respected. Share how the person's work and opinions have influenced or affected you. Stay positive, be yourself and be complimentary.

What do you believe is possible for the person? No matter how confident or successful we appear, all of us have limiting beliefs. Can you see areas of business or life where the person has been holding back? Describe, in detail (but keep it to yourself, for now) the true potential you see for the person based on what they want and need. As you get to know each other, you may decide to share what you see.

What is your current status or role in the person's life? Don't overrate or exaggerate who you are or why the person should work or connect with you. Be realistic about what you bring to the table and how you see the relationship unfolding. The best relationships grow slowly and with a foundation of trust.

How can you become an indispensable asset to the person? Do you truly know how and why the person should know or work with you? Do you believe that their life will be happier, easier, fuller, richer or just plain better with the benefit of you and/or your services?

Sales isn't always sensible. Connecting isn't always cool. Even if your proposition seems picture perfect... life, decisions and relationships are always wrapped up in underlying influences. Some we can see quickly at first glance. Others, take a bit more time.

But, when you show up knowledgeable and prepared, you address the human needs of the people you want to serve. If you do, you are closer to meeting both parties needs and you might have a shot of getting what you ask for. Plus, aren't conversations just easier and more fun when you know and share these commonalities. Doors stop slamming. People start playing and they start paying, too.