Sales Advice To Make A Small Business Prospect Like You
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 that there are 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 very helpful at identifying the kinds 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 must do several thing to make sure 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 by the receiver the same way.
Free samples are not the same as gifts but are effective at creating reciprocity and can often provide something tangible to focus the prospects attention on.
Building up network deposits develops reciprocity which can result in the prospect asking you for 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 and make you more memorable.
Making your message emotionally relevant, including images, and keeping your message simple can cause prospects to relate to your message better.
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 many have already developed for you. However, customers like to buy. There is a difference.