Well, it’s about the people, but if they aren’t educated about your product or service, it’s pretty much lost, don’t you think? Whether you are in Corporate America, have your own business in Internet Marketing such as myself or have a Network Marketing business, you need to be sure your potential customers understand what you are offering. I think that if they are able to understand better what you are offering, they will see the value and more than likely see the need to have your product or service. Plus, they could see how it could help others and they may spread the word about you and your product or services so it essentially just sells itself.
Wake up… that doesn’t mean you don’t have to work, you will still need to work your business and be sure you are out there networking, scheduling appointments or one-on-ones with other business professionals, learning more about your business and exposing yourself and your business to the world.
Sales has always been like a taboo thing with me. I don’t like pushy sales people and never have seen myself as a good sales person. I know, right! Yet, here I am in a very successful business over a short period of time getting the large majority of my business from word of mouth and referrals.
The way it has worked really well with me is to schedule one-on-ones with other like minded business professional to see how I can provide value to them and to educate them about my business. Often times I find that while they nod about what I do, when it actually gets down to it, they really never understood in the first place. They begin to ask more and more questions and now they have truly began to understand my business. So, now they are better equipped to be a business partner for me but now are beginning to see that they need my services or help. They may have thought they knew what I did before and “didn’t need my services” and now as they begin to grasp what it is that I do, the tables turn a bit.
See, the point here is that while I was “doing sales” I wasn’t actually selling myself but explaining to them what I do so that they could better refer to me. But, at the same time, they began to see the true value of my services for their business. This was all done in a friendly manner, wasn’t threatening so they had their defenses down and they were ready to learn. They did just that, they learned and saw my value as well as were better equipped to refer others to me.
I hope that this has provided you with more value into how to go into networking, meeting others and the perception that sales is about being pushy…. but rather to think of yourself as an educator of your product and services. When you do this, they will come to you. It’s not all perfect and rosy, but you get it. I would love to hear your thoughts on this.
Otherwise, if I could provide you with more education about my services in search engine optimization, paid advertising on Google or social media marketing services and consulting, please do let me know…. I would love to help you understand better. Contact us me 1kristenwilson@gmail.com.
~Kristen
I used to struggle with sales and worried that I’d be seen as pushy until I learned that sales always feels different when you stop trying to sell and instead start to serve. 1-2-1s are a great way of getting to know each other. How can you possibly help someone if you don’t know what their problem is? Great post Kristen.
So very true Clive… I HATE seeming pushy or “salesy” and would never want to do that since I dislike when folks are that way to me. thanks!
Agreed! I like Clive’s comment as well. Especially in technical areas, many people don’t “get it.” After all, this is why they’re talking to you! I think one the key elements to sales (or just to understanding) is to frequently ask questions along the way: “Do you have any questions so far?” “Does this make sense to you?” and so on. It’s called “checking for understanding” and it’s a vital part of the successful communications — and sales — process.
Great points too Jackie… we can word vomit if we aren’t careful in the “education” process and asking questions is a great way to find out where they are and even what we need to explain better or touch on. Thanks!
It always comes back to sincere relationship building. In addition to ‘educating’ on what I do, I find asking lots of questions about what they do and finding out how I can help them goes a long way to building mutuality and connection.
Absolutely Laurie, it is about the relationship and building it both ways… nobody wants to be in a one sided relationship.
I totally agree with Jackie when it comes to technical areas about asking good questions along the way. Long ago, I drove an instructor crazy because he spoke about things he was familiar didn’t know how to break it down in smaller bites so we could understand. I would post questions by saying “So what I understand you saying is…” and that would bring it down to a better understanding. It amazed me how many people wouldn’t ask even though they had no idea what he was saying.
True Patricia… people don’t always ask questions for fearing appearing stupid… whereas I think the opposite.. don’t appear stupid by not asking and being sure you understand completely. Thanks!
The best sales people know that they’re really working to solve problems and make life better for people. Good take on this and on the need to network for network’s sake.
Thanks Gail, welcome to my blog. Yea, there are really great sales folks out there, including car salesmen (gasp) that know how to sell a car, treat the customer right and make everyone happy w/o being pushy and annoying. 😉
I agree the educating piece is very key. You want people to know and understand what you are buying especially if you want them to share it with others. It is hard for the word of mouth piece to work if they don’t understand it themselves.
I agree with the pushiness of some sales folks can be overwhelming. I’ve grown up in a sales household so I understand as if it was part of my legacy and I am a natural at it as long as I don’t think about it. If I have to think about it then it is hard for me to share that product with another individual. It could also be that I may not deep down inside believe in that product either. Who knows. But, thanks for sharing.
That’s great Yakini… sales is in your blood! lol I like that you don’t necessarily think of it as a product… but helping individuals and businesses…that’s great! 😉
That’s an interesting twist that you took when it came to those one on ones. It’s brilliant in a sense because they were coming to the realization that they needed your services in the end.
Thanks Edmund… as you know, in internet marketing, folks don’t know what you do so they can’t possibly know they do or don’t need the services. Thanks!
I like the idea of one-on-ones it’s great for building business relationships. Thank you.
Glad you like that Vicky… check out my “Networking Dentist” post for more on that. 😉