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March 2007
Next month:
May 2007

Why Are You Afraid of Prospecting

If you embrace the “prospecting does not work” mindset, ask yourself these two simple questions.

1. Do you truly believe that you are not able to turn a stranger into a friend?

2. Does it seem impossible to help your new friend achieve more from their life and business over a long period of time?

The reality is, you don’t play the prospecting game because you are afraid of having your friendship effort rejected.

Here’s the secret the makes prospecting much easier.

Develop a system and process that establishes prospecting consistency.

Many clients I’ve worked with use a permission based case study or article sharing approach.

They respectfully ask for permission to share a professionally developed document that establishes the value they’ve created for other people.

They do this by first asking if this value contained in the document is interesting to the receiver. If it is, they send it. Then they follow up to see if a meeting is warranted.

In my own selling system I find:

  • 8% of the people contacted want to find out more. They accepted the information and request a call back.
  • 33% of those people warrant a personal meeting. They were interested in seeing if a friendship could develop.
  • 1 in 3 of the people I meet with become new friends and are benefiting from the value created especially for them.

What the Heck Do You Do and Why Should I Care

Once in a while I enjoy watching a television show called The Business of Innovation. They offer experts and brilliant people talking about innovation and how it affects the economy, business and world.

Last night they were talking about TIVO. They talked about the wiz bang features that the company initially tried to sell when launching the product.

Sales were low. The problem was consumers did not want the features. They wanted the benefit of easily recording a television show to be viewed at a later time.

The company was selling what THEY saw as special. The consumer/buyer did not agree.

Remember, marketing always fails when you talk about the features you offer instead of the benefit the buyer wants to gain.

A Tale of Two Dentists

Dentalexam I needed dental work recently, didn’t have anyone I liked here in AZ, so went on the search for someone new.

I found dentist A, Dr Kevin Muller of AZ Smile Design through the AZ NetNews.

When I got to his office it was very well put together; with comfortable chairs to sit in and a very welcoming feeling.

It had a peaceful and relaxing aroma, a staff that cared enough to ask if I'd like something to drink, and a genuine desire to make me feel at home.

Dr. Mueller came out, introduced himself and took me back to his personal office. He was not in a hurry and didn’t just slam me down in a dental chair.

He asked me why I was there (great first question in selling), listened intently, made me feel at ease and then, after answering my questions, addressing my concerns and gaining my confidence took me back for the exam.

It was unquestionably the most thorough exam I ever had.

Nothing was left to chance. I felt confident and comfortable with the fact that Dr. Muller had MY health and well being at the top of his mind and would take better care of me and my teeth than anyone else.

At dentist B, it was not quite the same experience.

The waiting room was the usual office furniture, the receptionist gave me a form to fill out, with little personal interaction, the Dr. sat me in the dental chair, did the usual exam and told me what he would do and how much it would cost.

Who would you go with?

I chose Dr. Kevin Mueller. He is a standout; a caring, compassionate person who has my best interests in mind. He wanted my dental health to be better than it had ever been and told me how to do just that.

Think about the tale of two dentists on your next client interaction. Are you dentist A, Dr. Kevin Mueller – who won the business because he honestly cared in a heartfelt way or dentist B – the same ole solution in a commodity driven world.