BUILDING RELATIONSHIPS IS THE KEY

Building relationships is the key to building your business. The adage, “People buy from people they know, like and trust” is so true.

And like anything else, building a relationship is a process. Traditionally, the process included passing out tons of business cards, face to face networking, and consistent follow up. Most work was local and encounters with prospects happened throughout a small region. So much as changed as we navigate a global prospect pool through technology. With this enhanced capacity to grow, you need tools that will manage the process – even building relationships.

In the free workshop The Power Sales Formula you learn that people buy between the 5th and 20th contact. That happens after you have engaged and built a relationship. According to Desmond Morris there are 12 stages of relationship building. His example details the step-by-step progression of a physical relationship; however, the theory applies to a business, and you need to go through the same type of process. You wouldn’t marry on the first date, nor should you expect people to buy (the business version of marriage) on the first contact.

Think about how you build relationships. Do you ask nonbusiness questions which go deeper and help you learn about an individual’s personality so you can speak directly to them. You do this because you know it will help you create relationships faster and close more sales.

Do you have a ritual of repeating the same pitch over and over? It never works. Not taking the time to explore or consider what might spark that prospect’s interest is the kiss of death. Even though they may have shown an interest, the same product may need a different pitch to appeal to that particular person’s personality.

How do you build a relationship effectively and what do you need to understand? Morris stated, building a relationship is you depositing into a relationship banking account, and in turn they deposit the same back into the relationship banking account with you. If you have ever been in a relationship where one party gave more or less than the other, that relationship did not last long.

We believe a one-size-fits-all script is not effective. A single script does not work for different customer personalities. Their personalities have a huge impact on how they listen and react. Researchers have identified four personality types, and each requires a different approach. Here are examples.

1. Dominant: Offer the competitive edge and immediate results, be concise and tangible, give price early on, and help them reach their goals.

2. Influential: Brainstorm and allow time for chit-chat, let them tell their story, appeal to their sense of humor, match their energy, give big picture, and ballpark pricing.

3. Steady: Engage in long meaningful conversation with warmth, sensitivity, and trust, provide procedures and instructions, give them time – don’t pressure, avoid being overly direct, show testimonials, and provide pricing options including long term commitments.

4. Conscientious: Make expectations extremely clear, focus on the “why”, plan for possible objections, lead with any inefficiencies or product gaps, get into the pricing details, and provide data, data, data.

Alright, first don’t panic! We know you are probably thinking how can I possibly determine each prospects personality? We are a strong believer that you shouldn’t point out a problem without having some sort of solution and strategies.

SOLUTIONS AND STRATEGIES

NOWSITE NETWORKING: I previously introduced Nowsite Marketing which allows you to create unlimited landing pages for a specific topic. Add Nowsite Networking and you have the ultimate tool to get a full personality profile for each of your prospects. With this tool you will understand their natural strengths and motivation, quickly identify their personality type, be able to communicate more persuasively during the sales cycle, and understand why some relationships are more naturally productive than others. How does it gather that info? Artificial Intelligence - the same strategy all the internet marketers use for ad placement.  This is utilizing technology to help you tailor your message. 

Put Your Communications on Autopilot.

Automate your complete communication process with ATTRACTION MARKETING.

Using landing pages, you tailor messages and create the language that speaks to specific personalities. When you understand your prospect, you can tailor your pitch before you even meet them. No more ineffective scripts. Having a message that 'speaks' to them attracts them to learn more.

With Nowsite Marketing and Networking you can put it on autopilot. Learn all about Nowsite Marketing with a free workshop. It also provides info on Nowsite Networking.