How Relatable are you to your Prospects?
Building your business effectively means knowing how to get your prospects to lower their guard. First, you have to make your prospects feel comfortable with you. People buy from those they know, like, and trust, right? Then ask yourself, how relatable am I?
How many times have you pitched a prospect who was utterly uninterested in what you what to say?
We’ve all been there, and there’s no good feeling about it. Sometimes, it feels like you’re selling your product to a brick wall. And for some reason, your prospects just aren’t responsive to what you have to offer.
Do I sound pretty familiar?
This is a situation many network marketers and entrepreneurs face.
This is especially true for those who do not have a background in sales or marketing. It can be challenging to deal with if you don’t have much experience connecting with others. Since many entrepreneurs haven’t been able to learn how to make prospects feel comfortable, they find themselves giving ineffective dialogue or posting things that aren’t ‘interesting’ to their audience.
The prospect has their guard up, making it nearly impossible to break through.
However, this post will help you — break through.
Being Relatable Matters
Model your business after the corner store.
If you love the days of shopping at a local business where the owner knew your name and your family, try to replicate that experience. For instance, remember one or two details about your prospect and bring them up in conversation. Everyone likes to feel important enough that someone recognizes the little things about them.
It’s one crucial way we go past viewing customers as a transaction to a human needing genuine interaction. Or, remember the television show Cheers? Where ‘everyone knows your name — This is a great model for business and being relatable.
Ask questions first.
Take time to talk to your prospect before ever bringing up your business. Ask questions that will help your potential customer explain what they’re looking for. Once you know what drives them, showing how your product or service can satisfy their wants or needs is much simpler.
This is all critical to relationship building. And the more skilled you are at utilizing open-ended questions, the stronger the relationship you will be able to create.
Court your prospects. Don’t chase them.
Think about when you may have been first dating someone. You had small talk, laughed a little and learned about each other, right? Consider this same ‘strategy’ when chatting with a prospect. Don’t rush the process. In most cases, you would never go from the first date to marriage.
So, consider how you court your prospects – stay genuine and authentic. Stop chasing or slamming them with ‘did you order yet?’ messages.
Allow the process to unfold as it should. Please do yourself a favor and don’t get into the convincing business (they never last).
Be present.
Being relatable also means being likeable. When you are having a conversation with a prospect – be there. They should be made to feel like they are the only thing that matters at that moment. Social media has made it easy for multitaskers to get caught in conquering too many things at once.
Even through messaging online — set aside a few minutes to be present in your conversation. And if you need to step away – say so. For example, let’s say you had to step away a moment for your children – use that as your relatable moment. This is especially effective when chatting with other parents. You are demonstrating firsthand what it would look like for them if they chose to join you in business.
Being relatable shows possibility.
Vulnerability is relatability.
Do you want a sure way to turn off your prospect completely? Act as if you know everything. Pretend as though your company can solve every problem a prospect has. It’s OK to admit you don’t know everything. Your prospect doesn’t expect you to have all the answers, and you probably don’t need all the answers to solve their problems. (use your company tools!)
It’s OK to say, ‘I’m not sure, but I will find out for you. As long as there’s a way you can provide a clear benefit for your prospect, you will be able to have them listen to you.
Stay true to yourself.
A few final thoughts
In today’s noisy social media world, offering a great product or service is not enough. Instead, company leaders and network marketers should work to make their brands likeable and credible. Storytelling can be an impactful way to accomplish this and ensures that your prospects see you as relatable.
This is powerful on both the business and customer side of things.
Customers are sold on testimonies, in other words – proof. Those considering the business side of the industry need to feel it’s possible for them. When you create scenarios that they cannot relate to, you’ve lost them.
However, when you demonstrate how relatable your story is to theirs — powerful stuff.
Ask yourself; how relatable are you to your prospects?
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