Quit Jumping on Me Like a Dog!
We send out a Bigg Salute to Chris Brogan for coining this phrase and letting us run with it. He was describing a situation with an overly aggressive salesperson he had just met. This person was trying to win Chris’s business. As Chris said, “This guy wouldn’t quit jumping on me like a dog … and my tail wasn’t wagging!”
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So if you don’t want to “jump on people like dogs”, here are four tips to keep in mind.
#1 – Don’t get too revved up.
It’s understandable that you’re excited about what you do. But they may not be as excited as you. At least not at this point. Look for cues. If they’re responsive to what you’re saying, then keep going. But if not, back off.
#2 – Don’t just pitch, pitch, pitch.
When you meet someone for the first time, get to know them. Start building a relationship. What are their interests? If you start the conversation by talking about them, you will almost certainly be invited to tell them what you do. When you are, keep it short. What’s your elevator speech?
#3 – Don’t go for an immediate sale.
Know what you want to accomplish, but keep it reasonable. It’s a step-by-step process. If you exchange business cards, and have a brief conversation, that may be a great start. Now you can follow-up and try to get to the next step.
#4 – Assume that now is a great time for them to talk to you in depth.
You don’t know what’s on their mind. What kind of day they’ve had. What kind of mood they’re in. Wouldn’t you rather talk to them about what your offer when they can give it the attention it deserves? Talk to them when they can give you 100% of their attention!
What internet marketers know about building relationships
Internet marketers ask us to “opt-in” … they get our permission to market to us by asking for our e-mail. You can do the same thing in person. Tease what you can do and then ask for permission to follow-up. If they say “No” … don’t sweat it. Someone else will say “Yes!”
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Our bigg quote today is by 524 Bob Burg]:
of referrals and feeling truly happy about themselves,
continually put the other person's needs ahead of their own."
So don’t jump on people like dogs because that dog won’t hunt!
Next time, we’ll discuss how to get in the loop to gain a competitive advantage. Until then, here’s to your bigg success!
(Image by clix)