Monthly Archives: December 2010

Let’s Talk About You Now. What Do You Think Of My Hair?

Did you ever have a conversation with someone who talks like that?  Would you buy anything from them?

Guess what – the rest of the world is just like you.  Most people are turned off by someone who speaks only about themselves.  The instinct is to get away as fast as possible.

To bond with others and have them look forward to talking with you, you’ll have to demonstrate that you are interested in them.  If someone’s goal is to avoid you, what are the odds that they will buy what you sell?

You can’t fake interest either Read the rest of this entry

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My Ship Came In While I Was At The Airport

This is a subject that I talk and write about a lot, because it’s one of the most important ways to maintain and grow your sales revenue.

I was recently cleaning out some old clothes (at the behest of my lovely wife) and a came across a T-Shirt that I bought about 20 years ago. I got it in a gift shop at LAX. The phrase was “My ship finally came in but unfortunately I was at the airport.” (I shortened it a little for the title of this article.)

I was on my way to speak at a convention of Photo Retailers.  My topic was how small retail Read the rest of this entry

5 Things Not To Do at Networking Meetings

There are a lot of different types of Networking meetings.  There are many formats. There are large groups, small groups, free groups, breakfast groups, evening “cocktail party” groups, event groups and others.

The thing that they all have in common is the vast majority of the folks who attend are doing so in order to grow their own network of prospective clients and referral sources. Everyone is there to meet others and increase the size of their community.  We do this by learning about the other folks at the meeting and helping them get to know us as well.

The one exception, is the paid, industry limited groups – you know, where there is a limit of one person per industry. These groups primarily exist not to help people grow their network but to exchange leads.  The following list does not necessarily apply to those groups.

The thing that I am fascinated by is the number of attendees whose behaviors are counterproductive to their own best interests.

Here is a list of 5 of them.  Read the rest of this entry

Lose the Lingo: Talk to Clients in Humanspeak

Whatever your profession it is likely that you know more about it than your client/prospect.  In fact, that is probably one of the reason he chose you.  So when you’re speaking to him don’t speak to him in lingo – phrases that mean something to someone inside your industry but will not necessarily mean anything to a layman [laywoman] [layperson].

There are a few reasons why you need to speak human – not in professionalese.

  1. Many people will not know what you mean.
  2. If they have to constantly ask you to explain what you’re saying it can make them feel like they are deficient in some way.
  3. If they pretend they do understand and don’t ask, then they are not getting the message you are trying to deliver.
  4. It can make you look pompous and arrogant.  You are not speaking with them in order to show off how smart you are.

For the most part people would much rather have a salesperson say something like “Based on my understanding of your needs – this product will get it all done for you” as opposed to giving me a long dissertation on the inner workings of the product only to have the explanation end with “Based on my understanding of your needs – this product will get it all done for you.”

The caveat to this is that there are some personality types that want to know every gory detail. You’ll know who those folks are quickly when they keep asking detailed questions.