đĄ Business Tip - Don't Sell Like This (Issue #24)
I was recently introduced to the good olâ âRub Salt in the Woundâ sales tactic on LinkedIn by a salesperson dropping into my inbox uninvited.
They said:
âI came across your LinkedIn profile and noticed that you have a decent following and are quite active, frequently posting your newsletter content on the platform. However, I also noticed that your post engagements seem to be relatively low.â
Nice. Insulting a potential customer always butters them up for the sale, right?
Maybe that tactic works with some people, but it rubbed me the wrong way. I think a better approach would have been to say something like:
âIâve been following you for some time now and appreciate the content you share here. Youâre very active and have a great following. People seem to enjoy your posts, too. How would you like to take things to the next level and learn how to make some of your posts go viral?â
See the difference?
Take some time to get to know the person, be kind and genuinely compliment them a little, and then offer to help them reach even greater heights.
People love to chase greater success. They donât like being told theyâre failing.
I know this is a sales tactic that many use. Companies love to make us feel like we are somehow lacking and they can help us become less pathetic. But I hate it, and I block salespeople who use it.
The salespeople who get my attention are the ones who:
Make an effort to be original (e.g., no copy-and-paste scripts).
Do their homework to know me better and speak to my real needs.
Treat me with respect and kindness.
Show me how they can actually help, instead of teasing that their âsystem is magic.â
Donât try to force me to âjump on a callâ with them for a hard-sell pitch.
How about a quick ten commandments for sales?
Have a good product or service that actually helps people.
Take the time to research a potential customer.
Understand what their goals are (or simply ask them).
Tell a story about how you can help them achieve their goals.
Do not spam people with cookie-cutter sales scripts.
Do not insult a potential customer.
Do not pressure a potential customer.
Do not threaten a potential customer.
Do not harass a potential customer.
Treat the potential customer like a human being, not an ATM.
Good sales isnât that hard. It should be a friendly conversation between two people; one with a problem and one with a solution.
When youâre honest, respectful, kind, and have something that can help them, people will want to work with you.
Hi, Iâm Larry Cornett, a coach who can work with you 1-on-1 to design, launch, and optimize your business. You might also be interested in my âEmployee to Solopreneurâ workshop (coming soon). I currently live in Northern California near Lake Tahoe with my wife and our Great Dane while running my businesses 100% remotely.
