Increase Sales Today: When You Try to Go too Far too Fast You Lose
It’s very difficult to increase sales today when you violate the relationship continuum. Everyone in the world at large that you want to work with falls in one of these categories: they are a complete stranger, they have some sort of an affiliation with you, they know who you are, they’ve had an experience with you, or they want to know more about what you do. Now you want everyone to be in the last group wanting to know more about what you do so you can work with them, but you can’t get there when you try to go too far too fast. It’s your job to move people that have a need for what you have to offer through the relationship continuum.
Meeting strangers and telling them about you and what you do is one way you plan to increase sales today. This approach takes a lot of work and provides too few rewards for all the effort expended. The problem is that when you meet with strangers they have no interest in you and what you do or what you have to offer. They don’t want to meet with you because they don’t want to talk to you and the more you push for the meeting the less they want to meet with you.
Mailing strangers asking for an appointment to tell them about you and what you do is another way you plan to increase sales today. Again, they don’t want to meet with you and they don’t want to talk to you because they don’t know you and they don’t care about you or your offer. These strangers throw your mail away without ever looking at it for the most part, and even if they do open it and read it they still don’t want to meet with you. Why should they? You haven’t given them any reason to want to meet with you.
Calling strangers is another way you intend to increase your sales today. They don’t want your call. You’ve rudely interrupted them. They don’t know you, they don’t want to talk to you, and they certainly don’t want to meet with you. You’ve given them no reason to want to talk to you plus you’ve succeeded in making them defensive.
So if you want to increase sales today, what should you be doing? The reason the way you’re approaching strangers now isn’t working very well is because you are trying to go too far too fast. This places the other person on the defensive, and in some cases even makes them antagonistic. Rather than asking for an appointment right from the start you need to develop a way to move these strangers that have a need for what you have to offer through the relationship continuum. There are endless ways to do that, but bottom line you are helping them to select you and what you have to offer. When you do that and they ask to meet with you, you can increase your success even more by stepping back and helping the person to pre-qualify before you set the appointment. Now instead of you being the relentless pursuer you allow them to pursue you, and that makes you a whole lot more attractive.
When you try to go too far too fast you walk away with nothing but a damaged relationship. Taking the time to move people through the relationship continuum and stepping back when they reach out to you ultimately helps you to increase sales today. Plus when you do it right you increase sales today far faster than anything you’re doing now.
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