Discover Selling to Yourself
Some of the questions that I hear in my coaching calls are questions that you probably have as well:
- How many times should I follow up with someone before I give up?
- Will that extra call be annoying?
- Should I call someone's cell phone if I can't get them on their office line?
Good questions, all. Wouldn't it be great if there was a help desk, one that would answer questions like this?
Well, there is … sort of.
Over the past couple of years, Discover, the credit card company, has been running some really fun and entertaining ads whereby people call in to their customer service department and end up talking to themselves. It's a clever way of getting the message across, "We understand you."
What if your call to the aforementioned help desk was just like that? What if you called and "you" answered? I doubt you would get into a "frog or fraud" conversation, but it might help you to think about what advice you would give yourself. In other words, what if you made a sales call on you? How many times would you want someone to follow up before they gave up? Would you find that extra call to be annoying? Would you care if someone called your cell phone?
A big part of finding our target market is understanding that we are looking for people who are just like us. While it's a great trait and skill to be universal in your sales approach and therefore connect with all kinds of people, it's my belief that we seek out people who think like we do and quite frankly, we are surprised when not everyone does.
So, make the sales call that you would want to make. Make the call you would want to hear if you were on the other end of the phone. The key to finding "your customer" is to see yourself on the other end of the phone.