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Hi Rudy;
Generally, I disagree with baring my soul to people I don't really know. People who would ask me what I have to offer, couldn't careless about the five moments in my history that would make me fly w/o wings. What these people are looking for has to be answered in ninty seconds or less.
True. A couple of things, though.
1) When I work with a consulting client, you'd have a different comfort level so it wouldn't feel like baring your soul to someone you don't know. When people put their business in my hands, there's a trust level that goes along with that. But even more so...
2) You're right. People that want to know what you offer don't care about those moments. But a good consultant would. There's a huge difference between someone who might want to buy what you sell -- and someone who can help you sell more of what you sell.
For example, one client talked excitedly about public appearances. Another is petrified by them. Knowing these things help me find the route to growth that a given client is comfortable with.
So, as a potential client, I wouldn't be interested in those moments. But if I was looking to help you find the route to grow your business, I would be. See the difference?
"Reducing operation and maintenance expenses, easier and quicker start-up in freezing cold, (I mean below zero) less emissions, superior performance that show in less fuel, cooler automatic transmission meaning less wear and maintenance in hot seasons, superior protection for engine & drive train. The filters, fuel additives for diesel and 2-cycle oils, car care compliment the superior related technology for all types and sizes of vehicles except aircraft. There is more and I would love give you a video or more literature. I have a web site which is secure and ecommerce enabled to accept your order or requests. Do you have a business card, here's mine. Great talking with you."
Just out of curiosity, do you get many calls from your card and that intro? There's an industry stat we throw around that says 90% of business cards end up in the trash. That's why I always ask... I'm always looking for people that get response from their cards.
Here's an interesting tidbit. Of all those benefits you listed - each person will "click" with one of them over and above the others. The rest are the gravy.
For example, when I lived in the prairies, the one about starting easier in the cold would have been the pitch to use. It gets to -50 C in the winter there quite often. -35 to -40 is average. -60 isn't unheard of.
The reduction of wear on the transmission would probably appeal to younger guys with hotshot cars. Not being a younger guy, I'm guessing, of course.
But - one funny thing about sales - as you probably know (I'm probably preaching to the choir here) is that we buy based on emotion and justify with logic. Find the hot button and you have a sale.
Often the way to do that is to ask a couple of questions first. When you meet someone, ask them about "them" - ie; "what kind of car do you drive? do you drive a lot? etc" They will happily answer, because everyone likes to talk about themself. It's human nature. And you find out what feature would be the one that would appeal to them.
Once you have those answers, you have the angle to play up in what you tell them.
Another short story... there was a jewelry store that I worked with for a while on the Prairies. They all had canned responses. A customer would walk in and they'd say the typical "may I help you?" and the customer would try get away. lol.
So I suggested something new. If a customer walked in during lunch hour in business wear, we'd say "Hi -- so what brought you shopping on lunch hour?" They'd roll their eyes and say it' so-and so's birthday, or it's an anniversary - or whatever. What we said next depended on their answer.
If the customer said "It's my niece's birthday" - we'd come back with "Oh, you have to see these bracelets... they are ALL the rage with girls right now..." and the sale was as good as done.
It's the same in every industry. Ask questions to figure out which angle to start with. First, it throws people off because they're expecting a pitch. And, it works better than pitching all features equally because it speaks to the need of the person you're talking with.
Did that make more sense?
: )
Linda
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