“If you are focused too much on that stuff, you’re focusing on the wrong thing.” – Jeff Bajorek in today’s Tip 798
Do you know what your prospects really want?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. It’s Saturday, so here’s Jeff Bajorek:
Jeff Bajorek: A lot of you are out there doing your prospecting, trying to be known, trying to be liked, trying to be trusted. I think you’re taking the wrong approach. When you try to go out of your way to be so likable that people can’t ignore you. One, it’s a long road. Two, It’s often very expensive cause you do it the wrong way and you try to buy people stuff to make them like you, which is the wrong reason to make someone like you. And you forget this Cardinal Rule of mine, anyway, it’s that your prospects are not looking for new friends. So when you try to go make friends with someone, so hopefully they’ll buy from you. Not only is that you’re barking up the wrong tree, but secondly, that’s kind of a crappy way to start a friendship. Like you don’t start a friendship so you can turn around, sell somebody something.
So I want you to think about what you’re actually trying to do. I also want you to think about the pattern interruption that you’re trying to use. And while pattern interruption is valuable, do people really need six-foot cardboard cutouts of you? Or do they need another coffee mug with their Alma Mater logo on it? Like, what is that all about?
Now, getting attention is very important and I wholeheartedly saluted. You should absolutely get their attention. And sometimes that stuff works. I’m not trying to poo poo any of that. What I’m trying to remind you of is that, that’s not the end. You’ve got to have some kind of differentiated value to present. And as someone who came from an industry where you couldn’t do stuff like that, you couldn’t send people gifts. You couldn’t hire planes because there wasn’t the budget or it didn’t make any sense to hire planes, to sky write their name, and hopefully get a meeting out of something like that. Like, you know, what it really comes down to is value. And when you are demonstrating that you are someone worth talking to was something worth talking about when you’re so persistent with these value messages and these provocative questions, you don’t need stuff. That’s kind of goofy, kind of silly, a lot of fun, but you can actually focus on doing the work and the work is what your prospects really want. They want differentiated value. They want there to be no question that you are someone worth talking to was something worth talking about and that thing, or those things that you have worth talking about are going to benefit them.
So, yes, it’s fun. I love to humanize the selling process. I think that if you’re not having fun, you’re doing it wrong. So don’t be totally shocked if someday in the future, there’s a six-foot cardboard cutout of me in front of someone’s office, because I think that can be kind of fun. But if you are focused too much on that stuff, you’re focusing on the wrong thing.
Scott Ingram: It’s kind of appropriate that Jeff shares each Saturday, because he’s also hosting Clubhouse Sales Radio on Clubhouse every Saturday from 8am to Noon Eastern.
If you want to check that out we’ll have a link for you at DailySales.Tips/798
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!