Looking to Make a Stronger First Impression and Be Remembered by Potential Customers
Looking to Make a Stronger First Impression and Be Remembered by Potential Customers
* Are you looking for a better way to introduce yourself to people you meet every day?
* Have you ever felt that the description you give of your company could better represent what you do?
* Ever wish you could sell more with less work?
Well, there's the old way, and then there's the successful approach.
The Old Way. You meet someone. You tell them what you do. They're not interested at all. You either search for a way to work your occupation back into the conversation, or you just dominate the conversation and tell people what your job function is, talking their ears off with details that they don't care about at all. They stand there thinking, how can they escape the doldrums of this conversation and find someone more interesting to talk to? Ever been the victim of this one? Ever been guilty of this one?
The Successful Approach. You meet someone new. You give them a succinct, benefits-based description of what you do and wait until they ask you for more information. If you've piqued their curiosity enough, they'll ask you for more information. Now you have their full attention! You can ask them a couple of questions and then offer a full description of what you can do for them specifically.
Which approach do you think would be more effective at quickly gaining the interest of and building rapport with potential customers?
Success Tip: You only have about 15 seconds to get the attention and respect of a new person that you meet. People make a subconscious judgement about whether to deal with you in those critical few seconds. If you don't get them then, you may not have a second chance.
The Old Way
Here's a situation we've all experienced. You're at a social function and ask someone what they do for a living. They will typically say, "I'm Adam Smith, and I'm an Accountant with Big Accounting Firm." On hearing this introduction, most people will feel that they're in for an uninspiring conversation of numbers, tax percentages and statistical models and look for an escape route. Not a person you want to have an evening of conversation with!
The Successful Approach
You meet another person at the same event, and they introduce themselves: "I'm Betty Smith. I help people like you to better manage their expenses to have more money left at the end of the month and less tax to pay, so they can retire early." You could be quite intrigued to learn more!
Success Tip: There are numerous competitors out there every day offering exactly the same products and services you do. It's up to you to differentiate yourself from them in a way that your customers remember you and think of your company the next time they need what you're offering.
What Makes the Difference
The Successful Approach uses what we call The Core Product Offer -- a brief statement of the benefits clients could receive by doing business with you or your company. In other words, what's in it for them. There's a big perceptual difference between "I'm an Accountant with Big Accounting Firm" and "I help people like you to better manage their expenses to have more money left at the end of the month and less tax to pay, so they can retire early." Who would get your undivided attention? Which Accountant do you think people would be willing to pay more to meet with? That is not to say that Adam Smith, the first Accountant, would not be successful. But if both had the same level of technical abilities and people skills, Betty Smith will attract clients more easily and build a client base faster with her approach.
Success Tip: Customers buy benefits -- they don't buy services. People buy peace of mind, saving money, saving time, freedom, improved image, status, increased loyalty, better returns on their investments, etc.... Find out what your customers buy -- the benefits that you give them. Use those benefits to show potential customers the value of doing business with you.
The Core Product Offer is designed to plant a seed of interest in the mind of the other person and intrigue them to want to know more. Once they invite you to tell them more, you're set. You have their interest. Now you can ask additional questions to better understand their needs, and then give them specific details about what you can do for them.
Success Tip: A request for information is a key buying signal. Once they've given you permission to educate them more about which of your services they're interested in, ask a few questions so that you can give them the exact information they need to facilitate their buying decision.
Using The Core Product Offer is as simple as it sounds and more effective than you can imagine. Try it! The results will speak for themselves.
Since you never have a second chance, make your first impression count -- in dollars and sense!
Looking to Make a Stronger First Impression and Be Remembered by Potential Customers - To learn more about this author, visit Kevin Lawrence's Website.
Like this article? Share it with your friends
* Have you ever met someone and wanted to suggest how your company could benefit them, but you didn't want to be seen as being pushy or aggressive?
* Are you looking for a better way to introduce yourself to people you meet every day?
* Have you ever felt that the description you give of your company could better represent what you do?
* Ever wish you could sell more with less work?
Well, there's the old way, and then there's the successful approach.
The Old Way. You meet someone. You tell them what you do. They're not interested at all. You either search for a way to work your occupation back into the conversation, or you just dominate the conversation and tell people what your job function is, talking their ears off with details that they don't care about at all. They stand there thinking, how can they escape the doldrums of this conversation and find someone more interesting to talk to? Ever been the victim of this one? Ever been guilty of this one?
The Successful Approach. You meet someone new. You give them a succinct, benefits-based description of what you do and wait until they ask you for more information. If you've piqued their curiosity enough, they'll ask you for more information. Now you have their full attention! You can ask them a couple of questions and then offer a full description of what you can do for them specifically.
Which approach do you think would be more effective at quickly gaining the interest of and building rapport with potential customers?
Success Tip: You only have about 15 seconds to get the attention and respect of a new person that you meet. People make a subconscious judgement about whether to deal with you in those critical few seconds. If you don't get them then, you may not have a second chance.
The Old Way
Here's a situation we've all experienced. You're at a social function and ask someone what they do for a living. They will typically say, "I'm Adam Smith, and I'm an Accountant with Big Accounting Firm." On hearing this introduction, most people will feel that they're in for an uninspiring conversation of numbers, tax percentages and statistical models and look for an escape route. Not a person you want to have an evening of conversation with!
The Successful Approach
You meet another person at the same event, and they introduce themselves: "I'm Betty Smith. I help people like you to better manage their expenses to have more money left at the end of the month and less tax to pay, so they can retire early." You could be quite intrigued to learn more!
Success Tip: There are numerous competitors out there every day offering exactly the same products and services you do. It's up to you to differentiate yourself from them in a way that your customers remember you and think of your company the next time they need what you're offering.
What Makes the Difference
The Successful Approach uses what we call The Core Product Offer -- a brief statement of the benefits clients could receive by doing business with you or your company. In other words, what's in it for them. There's a big perceptual difference between "I'm an Accountant with Big Accounting Firm" and "I help people like you to better manage their expenses to have more money left at the end of the month and less tax to pay, so they can retire early." Who would get your undivided attention? Which Accountant do you think people would be willing to pay more to meet with? That is not to say that Adam Smith, the first Accountant, would not be successful. But if both had the same level of technical abilities and people skills, Betty Smith will attract clients more easily and build a client base faster with her approach.
Success Tip: Customers buy benefits -- they don't buy services. People buy peace of mind, saving money, saving time, freedom, improved image, status, increased loyalty, better returns on their investments, etc.... Find out what your customers buy -- the benefits that you give them. Use those benefits to show potential customers the value of doing business with you.
The Core Product Offer is designed to plant a seed of interest in the mind of the other person and intrigue them to want to know more. Once they invite you to tell them more, you're set. You have their interest. Now you can ask additional questions to better understand their needs, and then give them specific details about what you can do for them.
Success Tip: A request for information is a key buying signal. Once they've given you permission to educate them more about which of your services they're interested in, ask a few questions so that you can give them the exact information they need to facilitate their buying decision.
Using The Core Product Offer is as simple as it sounds and more effective than you can imagine. Try it! The results will speak for themselves.
Since you never have a second chance, make your first impression count -- in dollars and sense!
Looking to Make a Stronger First Impression and Be Remembered by Potential Customers - To learn more about this author, visit Kevin Lawrence's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
|||
Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
|||
George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Kevin's articles
 | |
|
|  |
 | |
|
| |
 | ||
 |
||
 |
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
 |
 Campaigns to Customers Free Marketing Plan Template The Human Network Choice of Forum JV Considerations |
|
 | ||
 |
Top 50 Geek Business Blogs
Top 50 Geek Business Blogs | |
 |
Top 50 Franchising Blogs
Top 50 Franchising Blogs | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
|||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||||
| ||||||||||||
|
|
||||||||||||