A couple of weeks ago, I was sitting in a bar/restaurant on a Saturday evening to watch my son play hockey. When I walked in, I was struck by the fact that there was one bartender, one server and one person in the kitchen and that was two too many people working. The only other patron was a young lady who was there to watch her husband play; he played for the opposition which created great banter back and forth between us. I asked the server: “It’s kind of slow tonight. What’s happened?” Last year this place was packed and to get a seat to watch my son play was a challenge at the best of times. The response from him was quite telling.
There is nothing more powerful that the thought of another human being and yet, we do not harness that power to help us in the process towards our ultimate goals and success in our businesses.
“That will never work!”
Are your clients talking about you when you leave, or, are they talking to your competitors, ordering from them and talking about you? What is setting you apart from those competitors? Are you being different and unique enough to convince your prospect that they should be dealing with you? In other words, what are you bringing to the table that sets you apart from everyone else?
There has been a lot said recently about ‘elevator’ speeches and their effectiveness. There is no doubt that if you are in business; be it selling a product or service to a prospect and are therefore prospecting, you need some sort of ‘elevator’ speech. The majority of people, however, fail to realize that before you give an ‘elevator’ speech, you must first get in the ‘elevator.’
It amazes me in working with some individuals, how they can do all the hard parts of the sales cycle and then drop the ball at the very end; which is the easiest step of all.