“Starting out your communication in this way puts you in a less than position and it creates an imbalance between you and your potential client, and that imbalance is where the chasing starts and the sales games begin.” – Liz Wendling in today’s Tip 417
Are you always using this email phrases?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Liz Wending. Liz is a nationally recognized business and sales consultant and the author of 6 books. Liz shows professionals how to make a profound difference in the way they sell and communicate both online and offline. Here she is with one of those ideas:
Liz Wendling: Many professionals don’t produce the results they desire when they’re online prospecting and trying to communicate online because they’re unknowingly sending messages, sometimes dozens a day that sound salesy and self-serving. And they come across salesy and self-serving because you’re using the same words, phrases and language as the spammers. You have some bad habits, bad language habits that sabotage your efforts, dilute your power and diminish your ability to present yourself with confidence. And I call them word landmines, lazy language and phrase grenades that show up in your communication and cause opportunities to blow up in your face. And I want to give you a few examples and as I go through them, I just want you to pay attention and think of how many times these show up in your messages. And my examples are in no particular order, they’re all equal offenders. And this is just a shortlist of so many more.
Let’s talk about minimizers the, I call it the minimizer before the message. Minimizers are words that lower your status, they sound apologetic and they come across like your apologizing for doing your job. Minimizers diminish your credibility and weaken your message. This is where you actually give your power away right out of the gate in an email. And they sound like this; I know you get a lot of emails, so I’ll be brief. I know you have a lot going on, so I don’t want to keep bothering you. I know you’re busy, so I won’t waste your time. I know your plate is full, so I’ll get to the point. I know you’re swamped, so I’ll be quick. Excuse my persistence. Sorry to trouble you again. I hate to keep bugging you. Stop, stop apologizing, stop diminishing yourself. Stop giving away your power and confidence in the very first sentence of your email. This makes you come across like you are not sure about what you’re doing. There’s no confidence in those words and keep in mind these phrases are for you, they’re not for the recipient. You use them because they put you at ease and they make you feel good using them. They make you feel like you’re being nice while you’re being persistent, but they’re only serving you, not the receiver.
Starting out your communication in this way puts you in a less than position and it creates an imbalance between you and your potential client, and that imbalance is where the chasing starts and the sales games begin. And your potential client, your ideal customer starts treating you differently. They get the width that you don’t have the confidence because of the language that you’re using and they start playing around with you. They start avoiding you. They stop emailing you back and they make you jump through hoops and you do take your power backstop using phrases and words like this and strip it from your email. They are no longer necessary on your path to profits.
Scott Ingram: As always we’ve got more about Liz for you at DailySales.Tips/417. One of those links will take you to a free audio program where Liz will show you how to transform your sales language and change your sales results.
Then come on back tomorrow for another great sales tip. Thanks for listening