We couldn’t imagine our lives today without all the technology that provides us with so much convenience.
But our dependence on it is making us lose the skill of face-to-face conversation. It’s important to adopt, especially if you’re running a business. Sad to say, it’s quickly becoming a lost art.
Face-to-face conversation is still one of the most crucial and effective sales strategies you can harness as an entrepreneur.
If you want to improve your sales numbers, here are 5 tips to help you recapture and master the art of personal conversations and face-to-face selling.
1. Face-To-Face Selling Is Actually All About You
If you ask 100 people who the most important person is in any sale, the majority will likely answer that it’s the customer. I disagree, and here’s why.
Have you ever met somebody who sucks all the life out of you when you’re around them? Alternatively, do you know someone who just lifts you up and energises you when you’re together?
Why does this phenomenon occur? Is it because one is more negative than the other? Is it because one always talks about themselves? Is it because one just complains about everything? Maybe. Maybe not.
What this really shows is that we have the ability to affect and influence another person both positively and negatively. You have the ability to affect a person’s mood and you can dictate how people will perceive you. That’s why you are the most important person!
The question now is, which type of person are you? It’s time to take ownership of how people treat you. It’s up to you to figure out how to establish rapport with the people you want to connect with.
Understanding Your Communication Style To Build Rapport
Establishing rapport between yourself and a customer also depends on who they are.
There are people who can be quite direct and dominant. These people won’t react well to small talk and stereotypical rapport-building strategies. In fact, not building rapport with them is actually building rapport. Go direct to the point and you’ll have your customer thinking “I like this person. There’s no B.S.” These types of prospects are the ones who are likely to seem difficult up front, but will be great to deal with once they’re a customer.
On the other hand, there are people who prefer to engage in long conversations so they can build comfort and confidence in you as a sales person. If you ask them about their day or find a common interest, this customer will think “I like this person. They care about what I think and will offer what they know is best for me.”
Understanding your communication style, and adapting and tailoring your conversations will make all the difference.
In summary, you need to know 3 things when engaging someone in a sales conversation:
- 1. Know who you are.
- 2. Know who they are.
- 3. Understand how to tailor the way you communicate to deliver information the way they need it.
2. Slow Down, There’s No Fire
Why are most sales people in a hurry? Why rush to win over a customer? Why push to show your product? Why do you have to do this now?
Chill out for a second.
One of the biggest mistakes we make is that we are too busy trying to make more sales that we forget that most people have a high level of buyer’s resistance.
What’s Buyer Resistance?
If you’ve ever gone retail shopping, a salesperson has surely approached you before asking if they can help you. I’m also certain that, more often than not, you’re answer is “no thanks.” Why? Because you don’t want to feel like you’re being pushed to buy something you don’t want.
The key here is to ask yourself how you can lower buyer’s resistance before trying to increase buyer’s acceptance.
3. Add A Dash Of Care
“No one cares how much you know until they know how much you care.” – Theodore Roosevelt
Every business needs to have a clear vision. This is the outward goal the business aspires to. For example, our vision at The Entourage is to enable entrepreneurship at scale and move the world forward.
Every business should also have a clear mission. This is the inward goal or target, the who or what you want to become so you can achieve your vision. Our mission at The Entourage is to be the world’s ecosystem for entrepreneurs to build better businesses and make their mark.
This is something that comes out in our spirit and language. It is the basis for how we treat everyone who needs our help. What a business can offer is really irrelevant compared to having the mindset that you are here to serve and move closer towards achieving your vision and mission.
When you implement this in your face-to-face selling conversations, your potential customer will feel it, and you will feel like an instant fit for them. If you’re not, that’s ok too. There’s no need to push as you also only want people that are a fit for you. Just like there are consequences if they buy something they don’t need, there are also ramifications if you try to be everything to everybody and this will challenge your company’s growth in the future.
Care more about how you can help them and you will always achieve what you want – a new customer.
4. Think About Pain And Pleasure
For years, the idea that if “they cry, they buy” has been common in sales and marketing. Find their pain. Dig for it. Amplify it.
We’re wired to act with pain and pleasure stimuli. We move away from pain quicker than we move towards pleasure. To help a human make a decision they are comfortable with, we need to touch on both.
How do you do this during face-to-face sales conversation?
Ask questions that uncover both and discuss them thoroughly. What issues are they going through? What are they doing well? Offer empathy and provide validation.
Achieving this will ensure your prospect that you understand them, that you genuinely care, and that you have their best interests at heart.
5. Detach Yourself From The Outcome
As entrepreneurs in the startup phase, we do our best to keep our heads above water, often spending 80% of our resources on income-generating activities. We need to.
Once we reach the scale phase of the business, we’re always raising targets and growing our team. Sales are just as important in this stage. The pressure to make more sales never really disappears. Because of this, it’s quite easy to see why we’re so attached to the idea of making a sale. If we seem desperate, our customers will feel it too.
The biggest gift I ever gave myself was to detach myself from the outcome of a sale. I know it’s easier said than done, but hear me out.
Rather than invest too much thought about not selling your product or service, turn your attention and energy into how you can best serve. Instead of focusing on how you can change their action, pay more attention to the idea of how you can affect their thinking. Doing this will have an effect on how they feel. How they feel will then dictate their next steps, and therefore affect your results.
Change Your Mindset, Change Your Results
Your mindset should be one of “how will this make them think and how will this make them feel?”.
Thoughts create feelings. Feelings create actions. Actions create results. So if you want to change the results of your face-to-face selling conversation, change the way you are making your customer think and feel.
This alone will change the perspective of your entire sales process.
Ready To Build A Sales Engine For Predictable, Profitable Growth?
Here at The Entourage, it’s our goal to equip entrepreneurs everywhere with the knowledge and skills they need to grow and scale their businesses. Book in for a Business Growth Strategy Session today to get you started on the path to profitability! From identifying the strengths and weaknesses of your sales process to improving your face-to-face selling strategies, our Entrepreneur Development managers will help you take actionable steps to grow your business.