I'm hopelessly addicted to Twitter. Hopelessly. Addicted.
Aside from the obvious health risks associated with addiction as a whole, I have to admit that one of the reasons I am so addicted is I am following some of the most amazing people there.
Anyway, one of the many times I was glancing at Twitter yesterday, I happened to see @ChrisBrogan type something that struck a chord with me...
"#1 thing people want to do: talk about themselves. #1 thing marketers do: talk about THEIR stuff. See the problem?"
See the problem??
I sure do.
I'm a sales person. Yet, I have never been much of a "pitch man".
And it continually amazes the other sales people in my office how I can run numbers as high or higher than they are able to run without ever sounding like I am selling anything because I am never on the phone ranting and raving about this feature and that feature and this other feature in a half-baked attempt to impress my client enough with my all-knowing knowledge that they simply fall to the floor on their knees and beg me to take their credit card.
Nope. I have a different approach. The answer is simple -- I listen.
I listen to my clients.
I listen to my clients tell me what is wrong and I help propose a solution that will fit their needs. I let my clients tell me what it is THEY need before I start telling them how great my product is or how it will solve all of their problems.
Amazing concept, I know... (Not really)
Want to sell more??? SHUT UP!!
Shut your pie hole and listen to your clients. Ask questions that require explanation. Take notes about their answers. You will easily discover what it is your client needs. Once you have done that, THEN talk about how your product can solve THEIR problem.
You were given two ears and only one mouth at birth. Use them accordingly.
Listen twice as much as you talk. By doing so, the answers your clients need to hear are right easily found. And, once you know what THEY need to hear, THEN you will know what you need to say to get them to say the most important words of all.....YES!!