The Perfect Way to Start a Sales Process...
Adding value to what you're doing is what really sells your
product or service, and this should certainly be the main
focus. Packing also applies to YOU as well. I made alot
more money once I understood the power of packaging. This
article explains in detail and gives examples...
Remember, you need to package yourself too, and you should
do so in a way that is appropriate to the occasion. I know
people who have purposely gone out and bought a very nice
car so when they turn up to their clients they've packaged
themselves in a way that the perception of success is
created. Like a product on a shelf, how you package
yourself, how you walk, how you talk and the car you drive
is all part of the impression you create. Before you open
your mouth you will have already created a lasting
impression! You should even be packaging your business card
advertising aswell, but lets just talk about you for now.
If you're happy you tell your face about it – that's
packaging too. If your teeth are a little bit rotten go get
them fixed – that's packaging because when people look at
you, you don't want them to be distracted by poor grooming,
especially in a sales environment. All these things make a
massive difference in the end, because at the end of the
day, they say people only listen to a small percentage of
what you say, so how you sit, how you stand, your general
demeanour and what you wear – in short, your physicology,
has 35% of the impact of the message that comes across. All
these types of things make a massive difference and it's
all packaging. You might be saying your best thing, but if
they're looking at your nostril hair. It's an uphill battle.
For example, if someone is selling you an insurance product
and he or she turns up driving a hot red Ferrari, your
first impression might be, ‘Hey! I'm paying for that car!'
Whereas if you turn up in a decent middle-range vehicle and
you turn up looking fresh and not over-the-top (not with
big gold chains hanging off you) the customers will be more
receptive. That's packaging yourself and who you are.
I knew a guy that owned a business card display dispenser
business, and he was doing ok...but as soon as he started
to do alittle research about the business and 'packaging
up' his sales pitch that he knew the business owner could
understand, his business card displays advertising business
to a huge turn on a positive direction. This is critcal to
sales, and you might like to read this paragraph
again...it's actually a powerful tip if you're in sales.
Another example around how you package yourself is your
vocabulary - for example if you were in sales and you
wanted to sell something to a pilot, you'd want to use
analogies the pilot would understand, like ‘when you buy
this product, you'll get that feeling like when you land an
aeroplane, and that feeling when you touch down – it just
feels good', and a pilot will understand that, whereas if
you turn up in your King Gee shorts and you start talking
like a guy down at the pub you're not packaging your
wording in a way that relates to your prospect.
When you go to a business meeting with an accountant you'd
want to be in a suit because that's how they dress and you
are packaging yourself to build rapport with them.
Check out Steve Irwin the Crocodile Hunter, look how he
packaged himself, his recurring ‘Crickey' expression
combined with what he wears are perfect for the occasion,
and you can obviously see that a suit wouldn't work for
him! Another example is the heroic Peter Davidson, the
flight paramedic who rescued eight people in the ill-fated
1998 Sydney-Hobart Yacht Race. He addresses corporate
audiences dressed as a paramedic, and it looks congruent.
These guys look authentic.
So once their perception of you has been created, then you
have to create another powerful 'perception', and that
being your business card. I've covered the power of
business cards, business card headlines, business card
advertising and business card display advertising on my
website...over 1000 people per week go to this site that is
dedicated to this topic...it's full on money making ideas.
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Dean Cowley is considered to one of the best when it comes
to marketing and creating leverage in any business. Dean
has spoken at many 'sold out' workshops about the easiest
way to package up a standard business, and turn it into a
business model that can kick off additional cash flow
practically right away. If you would like to learn a NEW
way to turn your business into a 'cash cow' fast, you can
.
