June 25, 2018

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Times are a Changing - Build Relationships

You want to be more effective in attracting new clients? Throw out the guidelines you were taught for attracting clients. In this world of technology, personal interactions are becoming even more important. People want to feel significant. Those of you who build relationships will see your business soar.

Ban Cold Calls

Just recently the news reported there have been 400,000 complaints registered by people who had received unsolicited calls even though they had registered on the “No Call List. When checking, I couldn’t discover how many people have signed up on the “No Call List,” yet the number is in the millions. It is apparent; people do not want to get sales calls at their home or business.

Name Cold Calls

While I am at it, does anyone know who came up with the truly “dumb” name cold calls? First of all, I am a person who hates to be cold. Then someone labeled a phone connection as a cold call---How Cold!!!!

Once when being trained as a sales person, I was told I had to make 100 Cold Calls a day and, of course, track them. At the time, I thought it was an ineffective way to connect with people. Yet, being the new salesperson and wanting to please, I spent my day penned up in a small office “trying” to connect with people so they would buy sales training. Notice I used the word “trying.” Either I was a total loser, or the system truly was inefficient. I remember only one significant customer I got through that process and I had spent hours and hours on the phone. Of course, if you want to learn how to handle being told “No” and how to handle it with real grace that is the perfect way to do it. Many organizations continue to start their sales people out on the phones and give them the same assignment – 100 calls a day. My belief is they are missing really connecting with people.

Selling the Minute You Meet Someone

This is easy to illustrate through something that happened to me. I went to a networking event at 7:00 a.m. in the morning. A woman came up to me, shook my hand and introduced herself and said “What do you take for your health?” That’s right, it was 7:00 a.m., I hadn’t had my coffee yet and a total stranger is asking me, “What do you take for your health?” I was so shocked I didn’t even have reply. This happened three years ago and I remember it as clearly as it happened this morning.

There is no way I am going to start talking about my personal diet etc. with someone I had just met two seconds ago. Yet, for some reason people feel they have to go out and sell their product. People buy things from people they know and like!

Effective Way to Develop Clients - One on One Meetings

While it may appear to be the slow way, it is the most effective. Remember the Hare and the Tortoise---Who came out the winner?

I am interested in learning new things and understand that people are interesting and have much to teach me if I take the time to listen. I am urging those of you in business to take a new approach to your marketing efforts. Yes, I know the days are frantic with work and issues to solve. Yet, taking a time out to have coffee with a person you met at event can reap huge rewards.

  1. It’s Relaxing

    Stopping to have a cup of coffee with someone at the local coffee shop changes the pace in your day. Trust me, you’ll come back to the office with a new outlook.

  2. You Learn.

    Didn’t quite understand what Louise does at the XYZ Company? Bet you will when you are through with the meeting. Plus, you will know more about Louise and Louise will understand more clearly what you do.

  3. You have a New Contact.

    Maybe you can’t use Louise’s services, yet you will be amazed how quickly someone crosses your path that could use her services. You refer her to your friend: your friend wins, Louise wins and you do because you are known for sharing great information.

  4. Louise liked you – She sends you a Referral.

    It may not be immediate, maybe even a year, yet it will happen when you least expect it.

People do Business with People They Like and Know!

Pick up that contact card (formerly called business card) on your desk that was given to you by a person you met at a recent event and give them a call. Listen how pleased the person is at the other side of the phone. You will be delighted with what you hear and subsequently learn.

- Kathy Condon

Kathy Condon is a Globally Certified Development Career Facilitator, International Speaker, and Trainer. Through her company, KC Solutions, works with companies and individuals to “Develop and Connect the Potential in People.” Presently, she is working with several clients to enhance their businesses through developing clarity, focus and networking-- thus, making it easier to attract new (360) 695-4313