Small Business

    Is Your Customer Just Not That Into You? How to Sell Without Resorting to Stalking

    Kim DukeBy Updated:1 Comment3 Mins Read

    It all started with Sex and The City – and before you know it that one line, “He’s just not that into you” became a book, which THEN became a movie! The philosophy ALSO applies to the world of relationship based selling.

    Are You Making This Pitiful Sales Mistake?

    I hate it when women entrepreneurs think they have to “Push a customer into buying from them.” And so they begin the barrage of endless and annoying phone calls and emails to their potential customer asking them, “Have you reviewed my proposal yet?”

    All this annoying behavior is thinly disguised as “persistence.” However, for your potential client, it has a nasty undercurrent of desperation. All your persistence sounds to them like, “PleasebuypleasebuypleasebuyPLEASEBUY”

    Just like in the movie, whenever someone tries to push, shove, coerce, chase me into buying from them, I run the other way…FAST!

    What’s The Worst Perfume In The World?

    Hint: A big honking whiff of Eau d’ Desperation!

    Listen. If a customer senses you need the money, need the sale, and that you’re feeling desperate, they’ll actually question your value. And they will either ignore you completely or they’ll give you the outright NO and probably buy from your competitor.

    So How Do You Entice Them So They Are INTO YOU?

    It’s all about setting the stage. This is something women entrepreneurs have always asked me. They’ll say “Kim, I see you everywhere!” I’m not everywhere; however, I know my target customer and I make sure I hang out where they hang out.

    There are TONS but I’ll give you my favorite four to get started….

    • Testimonials – Have credible testimonials from real people, their full name and picture and where they’re from. The testimonials should be FULL OF RESULTS and HOW you solved their problem.

     

    • The Subtle Surround – Find out who knows your potential customer. Ask them to introduce you or to send them a sample article, teleclass, or product that you offer.

     

    • Send Something In The Mail…but not a big sales pitch of stuff. Send an observation, hint at an idea, and include another sample – the idea is to warm them up before they’ve even met you. I’ve even sent newspaper articles or ads I’ve clipped from the New York Times, tucked in my business card and said, “I saw this and thought of your company. Warm Regards, Kim Duke, CEO of www.salesdivas.com.”

     

    • Get Thee to an Association Meeting! Remember, the goal is to connect with the people you want to attract. Almost everyone belongs to a professional association of some kind. Do some research. Ask your customers to take you to their association meetings or lunches. Now you’re sitting at a table of 8 with your customer raving about you!

    Remember, in all relationships, including the ones we have with customers, developing the trust, respect and likeability factor is CRITICAL. And the most important thing? Don’t take it personally.

    If you do get a NO from a customer you really wanted, it could be about timing, funding, or they just feel you’re not the “best fit.” Send them a thank you card anyway and stay on their radar. And promise me you’ll stay away from the smelly Eau d’ Desperation.

    Want more savvy sales tips from Kim Duke? Get your copy of her FREE Bonus Report “The 5 Biggest Sales Mistakes Women Make” at www.salesdivas.com!

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    Kim Duke is CEO and Founder of The Sales Divas, www.salesdivas.com, she’s an international sales expert who provides savvy, sassy sales training for women entrepreneurs (with a twist!) Her extensive sales background was based in the media – 15 years working with 2 of Canada’s largest national television networks in sales and management. She is a national award winning salesperson – and was the second youngest sales manager in Canada for CBC Television (Canada’s oldest network). Now Kim is a successful entrepreneur – providing training for companies internationally. (she’s even done work for the NBA/WNBA in New York and Office Depot!) Kim’s first love is working with women entrepreneurs and women in sales - she loves helping women succeed! And she doesn’t want you to break a nail dialing for dollars!! She’s an author, and speaker who’s had numerous interviews for national television, radio and print across North America. Kim also writes hundreds of articles for newsletters and websites internationally. She’s bold, she’s sassy and she says it like it is –sign up at www.salesdivas.com to receive her FREE 30-page report: The 5 Biggest Sales Mistakes Women Make.

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    1 Comment

    1. GoodiesForGifts on

      Thanks Kim – I like the idea of sending Thank You’s even when you get a no. It is never personal, and the Thank You card adds a personal touch that might entice them later on down the line.  Great post.