This is t-h-e fundamental skill any marketer must unequivocally master if serious results are desired. One to one marketing is a conversation flow, difficult to analyze, yet noted in any successful marketer today. To the amateur, initiating conversation can seem like clinging to a six-gallon bucket of perspiration. To the master marketer, it is simply a matter of connecting. Having the experience of thousands of prospecting and closing situations, here are my golden nuggets to assist your development.
Focus with people who qualify for your time.
This means letting everybody else go quickly. If someone in prospecting cannot commit, provide them a website and phone number, and move on. A closing conversation rarely reveals the underlying hesitation right away, so you must ask specific questions to learn the truth. Allow people to earn your time, especially in one to one marketing.
The Connection is Most Important.
Gotta create a connection with a fellow human being. It might be an observation on their home city (positive of course). It might be talking about sports. It might be a light-hearted joke. I cannot tell you what it would be. Remember, this is one to one marketing… you and the other person (not me).
Not exactly an interview…
…here’s what I mean. Yes, ask specific questions that lead the conversation. But it is done in a relaxed way. Remember your favorite teacher when you were a kid? Didn’t that person just give you their interest in what you were doing? Not convincing, it was just a feeling of another person in the moment with you. Leave rigidity to cardboard boxes. One to one marketing requires relaxed relatability.
It really is fun when you get it.
So few people actually get this. Connecting in marketing one to one is highly enjoyable! Let go of saying the right thing. One time I picked up the phone at one-o’clock in the afternoon and asked the caller by mistake how they were doing tonight? They said “good, how are you?” I replied great. Except I just said tonight in the early afternoon. Laughter lightens it up and gives the human touch. Avoid high-tech. Go for high touch. You can definitely be low-tech, big-check.
Notice your emotions yet maintain the tone of abundance.
This is the thing people just get over time. It is hard to teach without experience. People are intuitive. They can feel when you want the sale more than them. It must be the other way around. When you are in the place that the other person understands their benefit and you in comparison are impartial, that is the flow. This is also known as posture in one to one marketing.
Scripts are for newbies.
I almost hesitate to suggest a script. Some people require a starting point (I know I did in the beginning). To start, you may utilize a script. But keep in mind. People want to connect with people. Scripts are what telemarketers see before they hear the dial tone. Once you feel a level of comfort, get in the flow. Let the script go (see how that even rhymes?)
Paint the Picture… with Questions!
As a child you enjoyed finger paints. Then water-colors. As adults we picked up the habit of “telling.” But telling never paints pictures, as you know. And telling isn’t selling if you are one to one marketing. Your prospect wants to paint her own pictures. Uncover those pictures by asking great questions. For example, “if money was not a factor, where would you travel to?” Become a master asker.
You are the Leader and Solution.
Your prospect is connecting for a reason. Some problem in her life has not yet been solved. She is looking to the solution, and wants to know it is you. Are you the leader she is looking for? Unequivocally.
Thousands who appreciated Edwin Ledgard’s One to One Marketing—In the Flow saw their businesses explode with FREE ACCESS to Multilevel Expansion training. You are invited to relax into productivity by getting 47 or more qualified leads each and every day. See you on the inside where you will learn to expand your business like the top producers.
To Your Success.
