Yesterday was all about your "Touch." What do you leave people with regarding your pitch, your benefit and the reason to believe in you? Today we will teach you the “See,” as in, what do your potential customers see in you, your company, and your brand?
I will illustrate with two stories, both real.
1. Two partners of a creative firm walk into a client's office. One wearing an expensive suit with a tie, the other wearing a t-shirt (with a stain) and a colored jacket with jeans. The client remarks how well the t-shirt and stain guy looks. Why? One is living what he thinks is what the customer expects or respects, the other, natural. I was the guy in the suit, but that was 1993 and it stopped quickly. I realized people respect real. If I was a banker, I would dress the part.
2. A client walks into your office door and is greeted by well dressed (no t-shirts with stains, but no suits either) people, all of which may have been caught in a laugh or joke while entering. It is real, no “act this way when he arrives” is announced by the management. The guest is greeted and asked for their beverage of choice, a special one is noted such as Diet Dr. Pepper or tea. It is then known to order their special drink without them knowing in the future.
Either way, what does the client see? Both situations are real and they are 15 years apart. Story 1 is a suit that is not the right brand for the product or service. Story 2 is SalesBy5 today.
Summary: Today, real matters more than ever before. People have no tolerance for fake. Make sure you are selling real. Real value, real benefit, real reason to believe and most of all, you really believe in what you are doing. Passion makes selling fun!