Now that a prospect is aware that you exist and before any discussion about how to get a prospect to like you can be covered, we should discuss the five sales archetypes. Each one has its place but one archetype outperforms the others.
Having similar viewpoints with a prospect can go a long way to making the prospect like you. A tool called the Lifestyle Database can prove to be very helpful at identifying the kind of things that your prospect and you have in common and make great icebreakers to bring up in your conversation.
Another handy way to understand a bit more about a prospect that you can use in your pitch is to get to the meeting location first and hangout out front or be seated by a window so you can look for clues on the prospect’s vehicle.
Once you get a meeting, you need to do several things to ensure that you make a great first impression.
Everybody loves to get a gift. Gifts can open up the door to reciprocity.
However, not all gifts are viewed the same way by the receiver.
Free samples are not the same as gifts but are effective at creating reciprocity and can often provide something tangible to focus the prospect’s attention on.
Building a network develops reciprocity, which can lead to the prospect asking you to close the sale.
A powerful tool to get anyone to like you is to include their name in any discussion.
Another powerful tool to get the prospect to take a shine to you is injecting a bit of humor into the sales pitch.
Of course, stories can create a great first impression too, so make yours more memorable.
Making your message emotionally relevant, including images and keeping it simple can help prospects better relate to your message.
Remember, selling is too often about pushing. No one likes to be sold to. Being sold to can reflect poorly and cause you to lose some of the positive image a prospect may have already developed for you. However, customers like to buy. There is a difference.
