Engaging the Law of Attraction to Build Rapport
Not too long ago, I was inspired by my friend and great sales mentor, Dr. Bob DeGroot - founder of the leading online sales training organization, Sales Training International - to read the outstanding book Law of Attraction
I’ve been pretty successful at B2B sales, sales leadership, and/or sales coaching for more than 20 years, and I advocate John’s points vehemently.
My background and education are in engineering, and I’ve always been able to communicate the technical benefits as well as the value of my products and services to customers…
BUT…That’s NOT what keeps my customers coming back for more…
What keeps my customers loyal to me…
How I competitor proof my services…
…and the reason that my customers endorse me enthusiastically to their referrals, is because they TRUST ME, they LIKE ME, they FEEL GOOD because of me, AND… I DIFFERENTIATE myself from everybody else.
THAT IS THE FUNDAMENTAL CONCEPT OF RELATIONSHIP MARKETING
Let me play devil’s advocate here for a second.
The problem that most sales people experience is that they only build rapport when it is expected. At best, they typically do the occasional business lunch…or round of golf, or maybe even a ball game. At worst, they schedule a prospect meeting, share some niceties and small talk…and even talk about how their kids both play saxophone.
The problem with this approach is that being nice to a client prospect during a sales call is expected. And, quite frankly, EVERYBODY DOES IT, so it fails to differentiate them, and has very little lasting impact.
The secret to building lasting long-term rapport, and friendship, is to do what very few others are doing: Appreciate your customers and prospects when they least expect it.
BE DIFFERENT…SHOW THAT YOU CARE WHEN YOU DON’T ACTUALLY ‘WANT SOMETHING.’
In short, MAKE THEM FEEL GOOD. THAT is what generates long-term loyalty from your customers and prospects, keeps them coming back, and transforms them into a lifelong endorsement for you!
Follow this link, and take a look at the system I use to make a huge impact on the way my customers, friends, family, peers, and alliance partners perceive and think of me!
Engage the Law of Attraction to Grow Your Business
“Appreciation Wins Over Self Promotion Every Time!”
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Comment by Kriss T
Can you please provide some of your examples of how you Competitor proof your services?
Comment by Scott
Kriss,
Excellent question…
There are three primary phases during which you should be concerned about competitor proofing yourself or your project.
In reality, these three phases encompass the period I refer to as ‘Forever’, which is the period during which any top performing sales racehorse will be looking for strategies for competitor proofing him or herself.
IMMEDIATE TERM:
Before the end of the sales call during which you and your prospect have co-developed and agreed (in principle) to the solution approach for his problem. You will rarely get the same opportunity to implement some key strategies once this initial meeting is adjourned;
NEAR-TERM:
Between the time the initial meeting is completed, and the time your prospect signs on the dotted line and becomes your customer;
LONG-TERM:
Between the time of first implementation of your solution and the re-order or contract renewal point.
You can learn more about my rapport building strategies at http://www.SalesRaceHorsesCards.com.
I have also included an overview of several other competitor-proofing strategies in my post at http://www.salesracehorses.com/blog/6-strategies-to-competitor-proof-your-offering/21/