The title above is my question for today? Are folks buying what you are selling? I have had storytellers and other performers tell me they just can't get gigs, no matter how hard they try. There may be a couple reasons for that. Take a look at one with me:
How are you approaching folks? Are you polite, pleasant, not intrusive? I had a sales rep in the pharmaceutical field that worked for me who was so rude at times. He really knew his products, was super smart but just had no interpersonal skills. (I inherited him - did not hire him) He was abrupt, arrogant and not a favorite of the offices he called on. For that reason he had terrible results.
He just didn't get it, no matter how much I worked with him. He always complained about another rep that had awesome numbers, was loved by all the offices he called on but just didn't know the product as well as he should.
The difference was the successful rep KNEW he worked for the offices he called on. His success was due to them and he treated every single person with respect and genuine friendship. His sales pitch was weak at best, but the doctors loved him. He respected their time, their place of business, their staff. He was humble and sincere and won awards every year.
The bottom line? People "buy" from people they like. This is one of the basic TRUTHS in marketing/selling. I am not talking about the greasy slickster in a loud plaid sport coat who wraps an arm around you as they start with, "Tell ya what I'ma gonna do, just cause I like you..."
Here is how to build a good foundation to your marketing! First know your market. Know who makes the decisions at each venue. Second, treat them like the awesome resource they are to you. When they hire you be sure to follow up with a thank you card. Write it out by hand and mail it to them personally. Be personable, humble and appreciative. Don't grovel, just let folks get to know you. Get to know them at the same time. KNOW their name, ask about them, how their day is going.
Last but not least; DO NOT over pressure them to schedule you. Don't waste their time. Get to the point and be kind.
How are you approaching folks? Are you polite, pleasant, not intrusive? I had a sales rep in the pharmaceutical field that worked for me who was so rude at times. He really knew his products, was super smart but just had no interpersonal skills. (I inherited him - did not hire him) He was abrupt, arrogant and not a favorite of the offices he called on. For that reason he had terrible results.
He just didn't get it, no matter how much I worked with him. He always complained about another rep that had awesome numbers, was loved by all the offices he called on but just didn't know the product as well as he should.
The difference was the successful rep KNEW he worked for the offices he called on. His success was due to them and he treated every single person with respect and genuine friendship. His sales pitch was weak at best, but the doctors loved him. He respected their time, their place of business, their staff. He was humble and sincere and won awards every year.
The bottom line? People "buy" from people they like. This is one of the basic TRUTHS in marketing/selling. I am not talking about the greasy slickster in a loud plaid sport coat who wraps an arm around you as they start with, "Tell ya what I'ma gonna do, just cause I like you..."
Here is how to build a good foundation to your marketing! First know your market. Know who makes the decisions at each venue. Second, treat them like the awesome resource they are to you. When they hire you be sure to follow up with a thank you card. Write it out by hand and mail it to them personally. Be personable, humble and appreciative. Don't grovel, just let folks get to know you. Get to know them at the same time. KNOW their name, ask about them, how their day is going.
Last but not least; DO NOT over pressure them to schedule you. Don't waste their time. Get to the point and be kind.
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