10 essential business truthsBlog added by Sandy Schussel on March 8, 2013
Sandy Schussel

Sandy Schussel

Princeton, NJ

Joined: December 10, 2011

My Company

Sandy Schussel, LLC

I've been following coach/consultant Robert Middleton for many years now. Middleton, whose main market is independent professionals, claims to have recently found an old list of the tips below saved on his iPad and now calls them “‘pithy sayings that teach essential truths.” I have further distilled them for you here with full credit due (to visit the original site, click here):

1. If not even your family understands fully what you do, how do you expect your prospective clients to understand?

We can't assume people understand us, and if they don't, we only have ourselves to blame.

2. In networking, make it your main job to follow up. Above all else, follow through with friendly persistence.

It’s always your move, no matter how — or if — the prospect responds. People are busy. So, patiently try again; it will usually pay off.

3. People don't want to be bored; they want to be informed and entertained.

Communicate powerfully so that your prospects really see the value of your services.

4. Nobody's going to buy from you unless they know what's in it for them.

Understand what your prospects need and want. What are their issues, their challenges and aspirations? How can you make it easier for them?

5. In selling, nobody likes to be pressured. They like to be listened to.

Few of us practice listening religiously. Notice that as soon as you stop listening, the pressure and manipulation starts. Amazingly, you can listen your way into a sale much more effectively than you can prove your service is right for someone.

6. When talking about your services, tell stories to make things absolutely clear.

When you use stories, people put themselves inside the scene you are telling and relate completely.

7. Nobody's going to remember you or think about you if you don't stay in touch with them.

Don't be so arrogant as to think people will remember you after one or two contacts. Stay in touch.

8. Over-communicating can be just as bad as under-communicating, especially if every communication is a pitch.

Give people better information, valuable stories and examples — something they can use. This will endear you to people. When you have something to promote, they'll listen because you've gained their respect and attention.

9. If you don't ask for what you want, you're not likely to get it, in life or in business.

Yes, it's terrifying to ask. And yes, you just might get rejected if you do. But isn't it better to know one way or the other? Ask, get an answer, and move on.

10. Nobody wants to buy from an arrogant jerk; they want to buy from a nice person whom they can trust.

Marketing and selling sometimes do funny things to people. They can turn you into a pushy person who always has the right answer. Cultivate humility in marketing and selling. Your prospect will tell you if you have the right answer or not.

If you can incorporate all of these tips into your business mindset, you’ll be on your way to a great 2013.
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