Is This A Good Look For Lindsay?

Lindsay having a “trying” week (to say the least,) but it looks like she’s handling it well.  When we’re emotionally tapped, people can sense it. Just think about how many times you’ve felt bad, and as a result, how that feeling impacted those around you.  Your experience was probably not a good one.  NOW, think about how your mood can impact your professional transactions. Let’s talk about energy and mood as it pertains to selling yourself and your services.

The Energizer Bunny When you are selling your services, you need to pay attention to the energy of the person you are attempting to sell to.   Energy has a huge positive influence on sales if you understand it. It’s a physical law that energy can’t be created or destroyed but it can be maneuvered and manipulated. You need to be able to do that in sales. So if I call someone, and I’m saying, “so and so! How are you today? …Listen I have a great product for you!”  You say, “Ah I’m okay.”  This is clearly 2 different energy levels. My energy is way high and your energy is way low. Therefore, there is little or no communication. Why?  The prospective client is not listening to you and you’re not really paying attention to them, and their mood!  That’s a VERY wrong approach.  Your job is to pay attention to the person, their energy, their needs and then deal with that.

Dip It Low Drop to your prospect’s energy level.  Find out what’s wrong.  Then, maneuver that energy to boost it up somewhere in the middle, so everyone is comfortable. I do that in all sorts of ways. I kid and joke with you.  I find out what is really wrong and commiserate. There are all sorts of ways to connect with people, and have them connect with you so that you can maneuver that energy to a level where they’re paying attention.  So your goal is not necessarily to maneuver them to be enthusiastic! (Like that exclamation point?) Your goal is to maneuver them to the point at which they’re receptive to your message.

Need the Dough? When you are trying to close the sale, it’s your obligation to listen to the client and connect with all their needs–including their emotional needs. Finding out their event needs are easy if you ask the right questions. What are you doing? Are you doing a holiday party? What’s your budget? You ask the right questions.  Their emotional needs are really where you make the sale as far as I’m concerned. I make friends with my clients all the time and they become close friends. I go to movies with them and we hang out after a while because I am paying attention to their emotional needs. So basically they can’t help but bond with me.  That’s the fun part,  because people are really cool and it’s nice to be able to respond to them on that level. And then they respond to you on that level. Once that emotional tie is there, then they have an investment in you. Get the client to know, like, and trust you.

Gift of Gab A lot of times people are afraid to say things to clients. So I always ask the people who I’m talking to what can you say to a client? Well, I can ask them questions, I can talk about things that are currently happening, I can find out their pain points and how they’re doing. I just try to get the background of them by asking questions. Remember, you can ask a client anything.  You can say anything you want. Sometimes, saying the weirdest things to the client is the best thing. Why? It loosens them up.  It’s a creative way to build an ice breaker.  Don’t say anything you may regret later.

We’re on a role with this sales stuff, huh? Let me know how you like it and go out and get those new clients!

Marley