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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!”

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 Bob Burg:

"The successful networkers I know, the ones receiving tons
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!

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Get Your Prospect’s Permission to Persist for Success in Sales

By Bigg Success Staff
04-02-08

Career Builders

prospecting 

Being persistent is good. Making a pest of yourself is bad. But how do you know when you’ve crossed the line?

Get your prospect’s permission to contact them again!
Take a hint from internet marketers – they get permission to send e-mails to their prospects. It’s called permission marketing. You’ll practice permission selling!

If they ask you to contact them, you’re not being a pest by doing so, are you? So getting permission is the key.

It’s easily done in two-steps:

1. Ask them when you should check back.

2. Then do it!

Most sales people do great with Step 1. Many fail miserably on Step 2.

In order to execute Step 2, you need a system that alerts you that it’s time to follow-up.

You may use advanced contact management software or simple index cards.

It doesn’t matter as long as it works!

As long as you follow-up when your prospect asked you to do so, you’ll have a leg up on many, if not most, of your competitors.

It sounds so simple, but apparently it’s not. Because if it was, more people would do it! So it’s not easy, but it is effective.

3 reasons why follow-up is so important


#1 – Test

Your prospect may be testing you. After all, if you don’t follow through as requested before you make a sale, how can you be expected to perform after a sale has been made?

#2 – Sales cycle

The length of your sales cycle depends on your product or service. However, many items require multiple calls to even give a proposal, let alone make a sale.

If you stop following up, on average, before you’ve reached the number of calls it takes to sell a typical prospect, you won’t succeed in sales. You have to persist, persist, persist.

But keep this in mind …

#3 – Busy, busy, busy
Your prospects are as busy as you are. Perhaps even more so. Your conversation may hold a higher priority in your mind than your prospect’s at that point in time.

That has nothing to do with you, your company, or what you sell. So you need to contact your prospect on the date they requested until they buy from you. After all, they’ve given permission to do just that!

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Hear today's lesson and laugh on The Bigg Success Show. 

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