Wednesday, August 4, 2010
Go-Givers Sell More: Post #4
The Law of Influence: You’re persuasive based on putting other people’s interest first and foremost. I love this quote from the book: “…pushing is telling what you want, pulling is finding out what they want.” Take a guess which one is more effective with customers. And the wider your networks, the more likely you’ll reach and get customers. The perfect “pitch” is to have NONE at all. Rather, have great questions about the other person. This is big. To develop rapport with people, ask them questions that give them a good feeling…like “What advice would you give to new graduates wanting to enter your profession?” Also, THE best type of question: Can you tell me who your ideal client is so I can refer people to you? Another distinction is to offer benefits (serving rather than pitching). Not: I’m an executive coach. But: I help executives and leaders get to the next level of their careers.