3 To Listen For In 2011

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Yep.  Listen closely Sellers.  They’re gonna happen. 

Best be ready.

1) Clickety clack clickety clack.  What’s your name again?” you are asked by the prospect and then you hear the sound repeated: clickety clack, clickety clack.  Yep, she’s typing away and Googling you Mr. Sales Rep checking to see if you are worthy to meet with or even just to listen to anymore.  You best have a very compelling web presence.

2) “When can we see each other?”  It won’t be those 20 lbs you lose creating your sudden irresistibility or even your liberal spraying of Axe that will make this phrase be heard in 2011 but rather, your clients will really just want to see you before they move forward.  What do you look like Ms. Account Manager?  Do you have a professional YouTube video I can see?  Can we Skype our next meeting?  Where can I see your face; on LinkedIn?, Twitter?,  Facebook?   Ironically (yet fittingly), faces will mean more than ever in this increasingly digital but less trusting world.

3) Sploouurgshhthwwppt!  Yes, you guessed it!  That is the sound of a self inflicted needle plunging into the eye of your customer.  Gross yes, but it is often metaphorically a choice people make versus listening or considering us and we just can’t hear it over the sound of the customer sigh.  The stakes are higher now with each and every client impression.   Information is free.  Reviews about you or your company are free.  Products & advice are often free so when we interrupt a customer via marketing or sales in 2011 we had better bring our A game.  .  When you waste client’s time by not bringing value in every contact you just might hear that sound as that crazy busy customer yearns to suffer a different pain.

Till next time,

Grow The Business.

Mark

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