Sunday, October 12, 2008

Social marketing - your approach says it all

Social Network Marketing

Do you get defensive when you talk to someone and they delve into their "awesome company"?

Of course you do. You've been approached like that before. You sense something wrong coming.

The pressure is right there from the get go. We've been conditioned to react this way because that is the way that sales people are portrayed. With this tension comes a lack of trust because we feel that we are about to be scammed. It's a never ending cycle that is hard to break.

The truth is, there is only one way to break it. The sales person has to do it himself. This is done by lowering the tension and raising the trust. Easier said than done, but it is possible. Here are a few tips that just might do the trick.

For starters, you want to approach somebody delicately. You don't want to come off like some kind of raving lunatic, like so many sales people do with their "boy have I got a great deal for you" hype. People are so sick of this. Instead, what you want to do is casually bring up the conversation of whatever it is you want to get across.

Let's say you're selling a business opportunity. Instead of saying to somebody, "boy have I got an opportunity for you" and having them run for the hills, ask the person to tell you a little about themselves. Ask them what they're interested in. Ask them what their skills are. Ask them if there's something they'd really like to do if they could. Find out what they are doing. Talk about them, not about you.

Be sure to ask your prospect how they feel about your product and company.Maybe they have very strong opinions. If so, keep their friendship by moving on to another topic.

If they don't know anything about your company, suggest to them that you would like to send them some information and ask for their email address. (make sure you have a pen and paper handy at all occasions)

This gives you a chance to hold another reasonable conversation with him in the near future. People do not like to be pushed into an immediate decision.

The most important thing is not to fill them with hype. Be above board and honest and you'll be surprised how often you'll end up closing a sale without even trying.

Greg Cryns
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