Listen, no really, listen!
12.3.2008
As we at Webvantix are always seeking quality customers for web design, one of the things I am willing to do as a business owner is look at products and solutions that help us to that end. As I don’t want the metaphorical door slammed in my face when I prospect, and I don’t do it to other marketers. I will listen to an idea. For instance, we utilize several products to help our business bring in new business. Probably one of the best solutions we now utilize is www.gotomeeting.com-just a terrific product that enables us to present to our prospective customers who are anywhere and everywhere.
During the Thanksgiving week I had looked at a e-mail marketing product and had forwarded them my phone number, with the intention of looking closer at what they offered. I knew I would probably be contacted–I was, and that’s ok; I’m a believer in purchasing or subscribing to something if it is valuable to my company. Quite simply, if I see its value, I don’t mind “being sold.” Many small business owners think they’ve lost a contest if they are “sold” but if the product or service is a benefit, getting involved is actually a good thing!
When I received my phone call this morning there was one disconcerting aspect to the call, while I was intersted in the product and attempted to explain my position and what I was seeking, the salesperson kept cutting me off in mid-sentence. This occured three times during our discussion. Obviously he was more interested in selling me, than listening to me. Bad, bad, bad.
One quick piece of advice to anyone who is truly interested in cultivating new customers….LET THEM SPEAK. We are always so excited to get a prospect on the line, and tell them how great we are, but remember, if you say it, it’s a lie, if the prospect says it, it’s the truth. So, go ahead, really, just let them explain their lay of the land and don’t interrupt. If you interrupt it says “hey I don’t care about you, I care about me and my sale.” So, listen, really listen, and ask questions, like “what type of email campaign software are you using?”, and “what do you like about it,” and “how is not fulfilling your needs?” Regardless of what your product is, ask open ended questions, that show you are really interested in helping, not just selling.
Essentially, if you’re a good enough salesperson to get your foot in the door, you better not have stinky feet!
Thanks for listening to my rant and more on the “Small Business Lifeline” before the end of the week (more things to do Right Now…and remember, LISTEN!
Preston Ehrler
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Chris
My name is Preston Ehrler and I started Webvantix to bring professional website design and website redesign to businesses that desperately needed help. Additionally, Webvantix blogs about ideas and tips for marketing your business online. Our team is comprised of individuals who are highly skilled in the fields of social media marketing, design, coding and programming. If you need our help, or simply have a question, we welcome your contact!
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