this marketing blog http://www.guaranteedprofit.com/ by small business speaker Nathaneal Mohr is a how to: for small business owners and entrepreneurs that want to sell more of their products and services at local business networking events like the ones the chamber of commerce puts on.
You know, it doesn't matter if my focus at the moment is providing you the top, best marketing blog our company can provide you or that I'm doing my very best version of one of the worlds top, best small business speakers.
I am always doing my best to develop profitable advice that has proven itself either in my own small business marketing or in my consulting clients small- medium and some rather impressively large businesses.
Now, in today's tip on this marketing blog....
I want to talk about a tactic for getting new clients and closing deals in person.
You can use this communication strategy at business networking events, on sales calls, at your favorite online social networking platform or even at your neighborhood barbecue if you have a potential client right in front of you.
Selling Your Services as a Small Business-Owner or Entrepreneur
Sometimes when your reaching out to get more customers or clients and those you're speaking to don't buy your products and services, it has nothing to do with whether your product or service is right for them. It has nothing to do with the cost or you as a person. Most of the time, it has to do with the simple fact that they are not in the "state of mind" to feel compelled to make a decision to move forward right now.
So the Most Profitable Question for my business became..
How do I assist someone else to enter the stat of mind to buy my products or services?
BTW I have personally proven this to work by making people go to my marketing blog or invest in my small business speaker services. But my clients or students have done this same process over 42 different industries and growing.
So your fist step is to get into rapport With the person or prospect your watching and listening to.
Its temping to talk a bunch of technique when it comes to the topic of gaining rapport with a prospect. But to simplify life for everyone....just remember to genuinely be interested in your prospect as a person and what you'll find is that
A You will start to unconsciously line up and do all the things necessary to figure out how do consciously gain rapport with them.
B They will be interested in you and trust you as well.
While you're establishing rapport with your new friend, your next step is to eventually the conversation to lead into the question about work and what you do....this if you have followed through with the first step this will happen organically.
When they ask you about your work and you give them your USP or your quick explanation of what you do, you want to follow it up by saying:
(as a side not, its important for you to look at the how to: article on USP or unique selling proposition,on here. as part of your script.)
"You can imagine how it goes...I mean have you ever (describe what it would be like to buy your services and having a bad experience)....a lot of bad stuff can happen like" (fill in all the challenges someone can have by choosing the wrong service provider in your industry)....
but at the same time...if you don't....
(then describe the negative parts of not being involved in your industry )
What this does is create and stack the movement of your prospects mind:
(important Bonus side note) Before ever describing what you do to anyone that cam buy or refer business to you Answer these questions to yourself to yourself in as much detail as possible. It will help you get a better understanding of how what you do is important to the people and prime the pump for closing a sale.
1. What positive thing will happen if someone does business with you?
2. What negative thing would happen if they don't?
3. What would negative thing would not happen if they do business with you?
4. What positive thing would not happen if they don't?
ok, back to today's talk....
After you stack those mental options to move away from those pains, you say something like....
You know, there are ups and downs in every industry and the thing about when you find someone that really knows their stuff in my industry you really get a chance to....
(describe big benefits of your services here)
Anyway....."Do you or anyone you know have any goals in regards to (name key benefits of buying your service one last time)?"
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How To (Get More Customers)by pems99244 views
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