Firstly, we’re getting some nice feedback on last week’s message re: “making the switch” to Bylkas, from those looking for the best tax accountant in Colorado Springs — and here is a small reminder for you, in case you missed it…
Make the “switch” to Kathy Bylkas for your 2012 taxes — and receive a complimentary post-season tax planning session.
First TEN new clients only
Call us now, and we’ll book your tax planning session for sometime in May or June (after the chaos of tax season subsides), and we’ll work PRO-ACTIVELY on your asset and accounting mix to ensure that your 2013 returns are as well-protected from Uncle Sam’s grasping hands as possible.
(First ten new clients only)
Now, on to this week’s Note…
Because salespeople spend countless hours pounding the pavement or burning the phone lines, trying to make appointments. It’s heart-burning (and -breaking) work.
But here’s the truth: If you are nothing more than a ‘salesman,’ then nobody wants to see you.
Colorado Springs Tax Accountant Announces The Death of Cold-Calling?
If you are in the business of having to make sales via a conversation or process (as I am), here’s an exercise for you: put yourself in the shoes of your prospect. Nobody is ever looking forward to having an adversarial discussion with you about whether they’re going to buy something or not.
Sure, 100 years ago, face-to-face selling was often the only way to find out about a new product or service. But that’s not the case right now.
What do people do when they’re interested in real estate? They hop online and look up information on the internet.
For many, it’s just a lot easier and safer than inviting a real estate agent over for tea & crumpets.
But the issue is NOT that real estate agents are obsolete.
The issue is: Does she add legitimate value to what the customer can already get from the internet? Is she positioning herself such that customers who are ready to do something see her as a valuable resource and call her when it’s time to act? Or is she just a friendly face who really just wants their listing?
You see, she must clearly position herself as someone who drastically speeds the buying or selling process and makes it MUCH EASIER for the buyer or seller to get what they want. And the same principle holds true for sales folks in ANY industry.
So how do you DEMONSTRATE that you, as a sales person, make your customers’ life easier — that time spent with you is time well spent?
Well, in your marketing, you focus on *their* problems, not *your* solution. You focus on the itch, not the scratch.
This might sound simplistic–but hardly anybody really does this. If you doubt me, just pick up ANY magazine and flip through it.
Ask yourself this question as you look at every ad: ‘Is this ad about my problem, or is it about somebody’s product?’
The vast majority of the time it’s about their ‘cool’ product. And nobody really cares. The only thing people care about is their problem.
So here’s a major shift: Instead of being a sales person who’s trying to get in front of people, become a problem-solving Information Source. (Usually it’s *written* information first, not a phone call.)
You’ll get five times as many sales leads that way. No joke.
And I’m always grateful for our partnership, and for your referrals!