This question came up at the end of a long Q&A session after a presentation I gave to a group of small business owners the other day...
"My boss keeps telling me that people buy from people they like. How do I help my prospects and customers like me more?"
Me being me, I shared two stories. One about a friend who told me to knock this off, and a second about a customer who told me he started doing this more, and it worked. The common thread between the two was not the tip he expected.
All of a sudden, the connection between his bosses advice, and how he could bring it to life suddenly made complete sense...and that application of authentic is what this week's Windshield Wisdom is all about.
1. Don't underestimate the power of likability as a powerful mental trigger for your customers and prospects, especially early in the relationship.
2. Yet so many people who have business development roles feel like they have to "be someone else" for their customers, which often lends itself to losing faith in whether or not who we really are can make us successful.
3. Finding a sales process that is catered to your personality and allows you to grow into more of who you already are can make sales fun, and lead to a long a fruitful business or career.
Matt Middendorp is a nationally acclaimed speaker and sales coach with over 20 years of experience turning connections into customers and advocates. In 2013, Matt founded Sales Math, and debuted his “Formula for Success” sales training system to bankers and business owners across the country. From the beginning, Matt’s clients have experienced learning that is fun, meaningful, and makes a difference in the real world. Today, Matt’s core philosophies of “Learn Together, Do Together, Grow Together” are taught through in-person coaching, online as part of the Cool Bankers Academy and Sales Math 30, as well as by his leadership of the Grow Together Mastermind. His clients are making their goals faster and easier based on the confidence and skills gained from learning a sales process tailored to the communities they serve.
And I promise absolutely no spam!