Everybody’s Talkin’ At Me!
There are some important business lessons for us in the chorus of the Harry Nilsson song “Everybody’s Talkin’”! He sings:
Everybody’s talkin’ at me
I don’t hear a word they’re sayin’
Only the echoes of my mind.
You have so much information and marketing copy (oft-times poorly written) robocalls, emails, salespeople and business owners talking to you (often with poorly written scripts) it all just becomes a jumble of noise. To be heard, you have to differentiate yourself, and not by simply adding more to the noise.
So, when you went to your last networking meeting or social event, how many people did you meet, who said things like: “We help people do this and that!”, or “My passion is to create more leads for my clients.”, or “I’m looking for new clients for my insurance business, and I’d like to talk to you!” Well, there are many different variations.
The truth is that the people you meet care little about your story or your opinions or your business until some relationship is formed. And people would MUCH rather talk about themselves than listen to you talk about yourself! So, if you want to build rapport and relationship, if you want to impress people, if you want to be known as a tremendous conversationalist, don’t talk about yourself. Ask questions and listen. Find common ground and let people know what you have in common.
Be interested instead of interesting!
Oftentimes, business owners and salespeople feel like they have to sing and dance and do a little commercial for themselves in order to impress the people with whom they’re talking, and entice them to buy. Well, it’s true that networking and prospecting and selling are rather like a talent contest, and instead of you, the business owner, being the contestant, you’re Simon Cowell. You’re asking questions, observing, being a detective and determining whether someone you meet might be an ideal practice member or not!
Most important of all…don’t try to sell the first time you meet someone you think might be an ideal prospect. Be patient! Get to know them and let them get to know, like and trust you. Then ask for a sales conversation.
If you want to become exceptional at relational selling, have a chat with your Chiropractic Sales Wizard at http://bit.ly/wizard-strategy!