4N Networking tip #2 – of 44!
Now here’s an interesting anomaly. To sell more, sell less. Hmm. Curious. How does that work then?
The answer is – very simply.
Of course what it is really saying is that if you want to literally sell more, then you need to not be a pushy salesperson. That’s putting it bluntly though, and there is more to it than that. A lot more.
As a business owner, whether you like it or not, you are a salesperson. Fortunately gone are the days of hard selling (at least let’s hope so), and welcome to a more meaningful approach, a more person centred approach and even a more heart based approach to sales. With so much choice and such easy access to that choice, our customers can pick and choose to their heart’s content. And they do – to their heart’s content. Not just a saying, but one that has become a truism.
People don’t just buy price, or on their practical needs being met, they buy emotionally. They buy you, or rather they buy into you and what you can give them on top of the product or service that they are buying. They are buying a part of a relationship. They are buying trust, a smile, a good feeling as well as a plant, a meal or a loft extension. Let’s face it there are hundreds of places they can buy what you’re selling, so why choose you?
This takes me back to the Networking Tip #1 – would you buy from you? Well, would you?
Let me ask you some more questions.
- Why are you selling what you’re selling?
- How do you feel about the work that you do and the way that you do it?
- How do you feel about the people you are selling to?
- Do you enjoy your work?
I’m sure you can see where I’m going here. If you don’t much care one way or the other, and you’re not enjoying your work, then don’t expect people to buy from you – at least not twice. If you’re not genuinely interested in your customers, they will go to someone who is interested in them. It’s not difficult, there are plenty of people out there who love selling what you’re selling, and who will chat and listen to their customers and their needs.
Most customers these days are pretty switched on. Mostly they know the details of what they want whether that be a geranium or a glamping weekend. However they love to feel good about what they are buying and you can help them to do that. It’s not rocket science (unless you’re selling rockets), just open your heart and open your ears. Listen to your customer. Talk to them. Be genuinely interested in them, their lives and their needs.
And the funny thing is, not only will you sell more, you’ll enjoy it more too.
How does ‘to sell more, sell less, apply to networking?
Mostly at networking events you are not selling directly to the people there. Instead you are developing relationships with other sales people (business owners) who then go on to talk about you to their customers – or not. I guess it’s that old adage, ‘The only thing worse than being talked about, is not being talked about’. So forget about selling when you’re at a network event. Of course people have to know what you do and that’s fine, but don’t dwell on it. Instead listen to them. Take a genuine interest in them, in what they do, in what they love, in their work and in their life.
Not only will they then talk about you in positive terms, but you’ll also make some great friends. So go ahead – enjoy yourself.