Marketing – What Do I Say? Getting your message out there but don’t know what to say when someone actually calls you or you call them? Today’s post is all about the conversation, having actual conversations is not about you. This will help you to be better prepared in your Marketing and help you to have confidence in having conversations about your business.
Too Busy Too Eager:
Many of us (yes, including me) get our first call and we just want to break into our “Happy-Happy, Joy-Joy” song & dance! Then it hits you, “what do I say?” If you let that eagerness creep into your marketing you will be failing in one of the first golden rules because this removes the sense of urgency. Don’t be quick & eager to sign them up but channel that eagerness into hearing their story and why they are interested in what you do, what you have to offer them. Hearing their own story will give you most of the clues you need to actually provide the help they (the lead) are really looking for. Much like this, “well I saw your article on ___ and I’ve always wanted to be fit enough to Coach my daughter in soccer”. One of the biggest strengths of your business will be your ability to market towards your audiences pain. Every lead you get will not have the exact pain you market to so hearing them describe it ultimately helps you to identify with them more. Like this, “oh yes, most of us in ___ are parents and spending more time with our kids is something we value”. It just makes sense when you hear it from them first. Take some detailed notes about your lead from the conversation to weave into your next conversation with them.
Just The First, Not The Last:
During your first call, conversation or possible presentation one of your tasks must be to have a follow up or additional opportunities to secure the next conversation with the lead. While you may or may not be busy, give the appearance that you are. Not to say you aren’t making time for your leads but to convey the sense of urgency and establishing that your time is valuable. Even if you don’t understand it yet, time is one of your biggest commodities as a marketer. Treat your time as the precious commodity that it is, no matter how much a lead will ask or tell you they have to see your offer right away, refuse. One of the best ways I’ve used to do this is having the conversation like this:
- “Listen, I really want to show you what I do, but I have more commitments today. What I have to show you is mostly visual, I can present it to you 11:30 tomorrow.” Notice how this is not a question
- “Uh, no. I’m still working at that time.” You say, “What’s a better time tomorrow for you?” “Well 5:30 would work for me“, they reply. “That’s a good time, listen I’m going to send you __ (your presentation, company video, capture page video, etc.), it’s the visual info I spoke of and is only a few minutes but I need you to watch it before we meet. Will you make sure to watch it right before we talk?”. It’s critical not to schedule this follow up more than 1 or 2 days from your initial conversation. People usually have short attention spans and may forget you altogether a week from now.
- If for any reason they say no, or don’t want to see your presentation: Wish them well and give them a call or contact in some way 2 – 4 weeks from now. They are still an interested lead, the time may not be right for them at this time. Keep the contact going and check in with them from time to time, let them know about any specials and follow up on how the pain point is affecting them now. When the time is right they will be more receptive because you still made time for them and showed them you care for them as a person (just make sure to follow up, add when you will contact them next on your schedule).
You always want to present “the best you” in all of your contacts with leads, on the phone, Internet or live meets. If you do live meets, arrive early and don’t eat or drink anything other than water. Nothing worse than trying to do a presentation with bad breath, talking around food or having a big fat ugly new stain on your nice business attire. Look, speak and act the part of confident business person. If you need any forms filled out, make sure they are ready (fill out all you can, hi-light where the lead needs to fill in) before your meet and have multiple pens that actually write (it ain’t funny to experience it). Got it all? One more thing you need is the right mindset. Read this to yourself before every meeting:
- “I know it in my heart that what I have to offer is a positive life changing experience.”
- If you don’t believe this about your offer, company or abilities..find one that you believe in. Very few, if any will buy something from you if you don’t believe in it.
Now you have the ammo to have some great conversations, never go into them with a script. Be natural and free flowing, you will do fine. If you got some value today, let me hear from you in the comments below.
Until the next, your friend Glenn