How do I Create An Instant Connection With Potential Clients

On May 1, 2012, in Uncategorized, by John Ekonomou

When someone asks you what do you do, how do you respond? If you generalize yourself by say something like I’m a doctor, a Realtor, a lawyer, or I have a restaurant you put yourself right smack in the middle of being compared to and will not get the response that your looking for. Why, […]

When someone asks you what do you do, how do you respond? If you generalize yourself by say something like I’m a doctor, a Realtor, a lawyer, or I have a restaurant you put yourself right smack in the middle of being compared to and will not get the response that your looking for. Why, because they have a preconceived notion of what you do, what you charge and if they ever needed (whatever it is your offering) they can always find it.

You see we are all unique, unique as our fingerprints; we all have a different flavor if you will. There is no 2 same lawyers or 2 same accountants or 2 whatever. So why do we put ourselves in a space where we can be compared?

What you want to do is articulate is your difference. Right? All we need to do is just express simply what our difference is so people would be interested to hear more.

Let me give you an example: If I said I’m a realtor and I sell real estate to anyone who wants to buy or sell a house, which is what everyone says, I’m done. They will not ask me any more questions other than trying to be polite and saying stuff like, how’s business is it slow, busy, or that’s cool, that’s great, oh interesting, or good for you.

These are all indicators of non interest which means your not getting through, your not connecting and the value that you want to say isn’t being heard, because they have a preconceived notion of what you do. This is how most businesses articulate what they do in all their marketing its crazy.

Now lets say I said: I’m the only guy that specializes in selling homes to young families in the River Heights area of Coquitlam. I hold weekly real estate tours for young families, where I pick them up in a bus and show them all the homes for this area. This area that I work in is specifically located where it suits all the needs of young families.

This is just a quick example, but you get my point. The question is, to which realtor would you refer to if you new of a young family who wants to live in Coquitlam. The second one right, of course because the second one was more specific and memorable because it didn’t sound like everyone else.

Businesses trying to articulate their difference is one of the biggest problems I see everyday. People try different techniques to capture attention but people now days are to smart. They know when they being sold to.

So what’s the answer?

Create a bi-directional conversation through interest.

And the way to do it is:

1.To create instant connection.
You see its all about the connection and the interaction thats important,not the sale. When you have a conversation with a prospect you want to feel like you are talking to your best friend.

2. We need to be and sound authentic.
The only way to sound authentic is if we are authentically interested in what they are saying and they are authentically interested about we are saying.

3. We need to set a situation where a prospect doesn’t have a preconceived notion of what you do.

We use a process called the V.I.B.E. process. The VIBE process is a natural bi-directional conversation. Here is a quick breakdown of the VIBE process.

V – Verify that they can relate to you instantly
I – Identify the problem
B – Bond with a statement of agreement.
E – Express your difference

To watch the breakdown of the VIBE process, go to www.frommywhiteboard.com

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