Farquharson/Tedesco on Business Development: Dating and Love Advice
Valentine's Day is to gawking, dating and love what selling is to prospecting, closing and going from customer to client. So, let's don the Love Guru apparel and dispense some advice.
But first, we need to clarify something. For the rest of this column, we're going to talk about loving "her." For those of you who need it spelled out, her = prospect or customer. Yeah, we know half of you in reader-land would prefer we write about "him," but for a couple of dudes like us, that would be kind of awkward; not that there's anything wrong with it!
Let our love journey begin.
T.J.: I'm the better gawker.
Bill: No, I'm the better gawker.
T.J.: I'm older and this gives me the right to be the gawker.
Bill: OK, you win.
Before the First Date…
You know how it feels. You eye her from afar and think, "Wow, she's amazing! What a personality!"
First, she has to be aware that you exist. You've got to get on her radar. How you do this is up to you, but unless this happens, you're just some weirdo voyeur.
The next step is to get her interested. There are endless ways to do this but, above all, be memorable. Forgettable is bad. Very, very bad.
Next? Arouse desire. Be different than the other guys. Rest assured that differentiation is crazy important.
Is she ready to go out with you on a date? There's only one way to find out. You have to ask. You might have to ask several times, but as sure as the sun will rise tomorrow, she won't act unless you ask.
(Astute readers should recognize the tried and true AIDA buying stages: Awareness, Interest, Desire, Action)
Bill: At least we're done with gawking.
T.J.: It made me uncomfortable.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.