I hate Buckley's cough syrup. (I mean - I really, really HATE IT).
But when I'm sick, it truly is the only thing that works for me.
So I always have a bottle in the medicine cabinet. (Honestly, I think I wince even when I'm buying the stuff!)
Once, when my 2 little nieces were staying with me for the weekend - they both ended up with a cold. And they were coughing up a storm.
I said to my oldest niece - who was 7 or so -
"OK honey, I have something that will make you feel better. But I have to be honest - it tastes nasty. But you can brag to your friends that you had the worst tasting cough syrup in the world"
She said " How nasty?"
I replied "Well - it tastes like floor cleaner but I've added a little sugar to it. And as soon as you take it - you can have a drink of apple juice."
She said "OK Auntie - on the count of 3 give me a big spoonful!"
Oneeeeeee, Twooooooooooooo....
"No WAIT AUNTIE - I'm not ready!" (I think it took 3 rounds of 1-2-3 before she finally did it.)
My little 5 year old niece was now up to bat.
" OK beauty - you saw what I did with your sis. Are you ready for this?"
She said "It tastes like floor cleaner right Auntie?"
I said " Yep....its the yuckiest- but you can brag that you did it."
We looked at each other and then she said " NOW AUNTIE!" In went the spoon, down went the juice, she wiped her face and said ...
"I feel better already."
Cute story and guess what - your customers are the same way.
Some of them will take their time and resist your product or service - right to the very last minute. And THEN they act. Others will jump in much faster with reassurance.
The 3 Sickly Reasons Why Customers Resist You?
1) They Don't Want To Admit They Need You.
2) There's Something Negative Associated With Your Product/Service.
3) They Don't Want To Cough Up The Cash.
So one of the secrets of selling you NEED to be doing?
Staying within your customer's radar.
Why? Because remember - selling is a process of creating trust even BEFORE they need you. It's critical to stay in your customer's world just as Buckley's stayed in mine.
I think how they best accomplished this was with their hilarious ad campaign that said "Buckley's...it tastes terrible but it works."
And you heard the sound of someone screaming after they've taken the cough syrup - it still makes me laugh!
So be honest.
Use some humor.
Make it easier to swallow.
And stay within your customer's radar with CONSISTENT CONTACT.
And when they're ready for you - you'll be one of the lucky ones who has created
top-of-mind awareness.
And then you can brag to YOUR friends.
So there.
Love From Your Bossy Sales Diva,
Kim
3 Sickly Reasons Why Customers Resist You - To learn more about this author, visit Kim Duke's Website.
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Kim Duke
(Visit Kim's Website)
Kim Duke, The Sales Diva, provides savvy,
sassy sales training for women small biz
owners and entrepreneurs. Kim works with
clients internationally, showing them The
Sales Diva secrets to success! Sign up for
her saucy and smart FREE e-zine and
receive her FREE Bonus Report "The 5
Biggest Sales Mistakes Women Make" at www.salesdivas.
com You can listen to her podcasts at
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