Can excitement help your sales game?
There are times your potential clients depend upon you for something other than facts and figures.
Your clients need you to share your enthusiasm or excitement for what you see your products and services can do for them.
There are times they are unaware of the difference it will make for them. This is your opportunity to help them out. Get excited and tell them why. Don’t hold back.
I’ve been selling copiers for so long that I was selling them when they transitioned from analog to digital.
I had heard the rave reviews. The copy quality was said to be excellent. You could enlarge a photo and keep the quality without a fuzzy outcome. Plus, a copy of a copy would maintain good quality.
I thought that was great. But, a lot of my market at the time was schools and churches.
I was looking forward to the new release, but I didn’t know what the change would do for them. I didn’t see it as something to shout from the roof.
Then I found out something else that digital would make possible. Now, this new thing was a game-changer. This new feature that digital would make possible would save them time, labor hours, and money! 👏👏
The digital machines were capable of finishing sets. This meant they would no longer get a sorter to make sets and staple but instead a finisher. Sorters options available were bins attached to the machine and would sort into groups, but the number of bins limited set counts. You could do 20 sets max!
In the days before digital, if you needed 25 or 30 sets, that was more than one copy job. If you required just 100 sets of 3 pages, that was at least five copy jobs!
There was no setting it and forgetting it. I discovered this new option, and I could see why it would make a difference.
I had new information. Those potential clients on my list were going to get a visit from me. I was excited because I had something that would make a difference for them!
If I had mailed them a brochure, they could have seen it, but it wouldn’t have looked much different without an explanation. I was going to do the introduction and the explaining. I was excited they needed to know why! The new information was a great reason to reach out! If they didn’t see a need before with this new insight, they might!
When I had their attention, I didn’t explain, oh, we have digital finishing now! No, I said I have a machine that will allow you to make unlimited sets with one copy job! There would be no more spreading out sheet after sheet on a table sorting by hand and no more need to do a single copy job over and over to get 100 sets!
This will help you save time, save labor, and free yourself up to do other things!
The potential customers quickly saw the excitement I found in the new offer. It’s hard to say I’m not interested in hearing what you are so excited about, and once I had their attention and shared what I was so excited about, it was hard not to see what a difference it would make.
There were days when I would show a lady whose job was to make the entire school’s copies how to use her new machine and the new finisher. The lady would be so excited sometimes I got a hug for being the one who introduced the awesomeness to her school. My excitement helped her get something new, something that made a difference.
So here’s the deal, look at your offer. What is there to get excited about? What will it make possible? Think about what headache it will eliminate? Imagine the difference for the customer. Now, you have found the magic beans. Go and tell your people they have to see it to believe it!
Get excited. No one ever said, “I’m not buying that because it’s just too exciting!” But, a lot of people have said, “I got so excited and just had to have it!”
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