Anyone ever asked you what you do for a living?
Imagine this scenario. A woman who works in the Wealth Management Divison (lets call her Ms. Bank) and a mega-rich man (lets call him Mr. Money) meet for the first time at a social gathering.
*After exchanging some greetings, here's how the conversation goes:
Mr. Money: What do you do for a living?
Ms. Bank: I work in the Wealth Management Department at Bank XYZ.
Mr. Money: Good for you.
Nothing wrong with that conversation. However, Ms. Bank could have potentially gotten another customer if she'd crafted a creative response to the question "What do you do for a living?". Here's how that conversation would go:
Mr. Money: What do you do for a living?
Ms. Bank: I help people increase their wealth so that they can enjoy a more enjoyable lifestyle without having to work harder.
Mr. Money: How do you do that?
Ms. Bank: Well, why don't you tell me what you do and I'll show you how what I do applies to you...
Mr. Money: All right. I am the CEO of Corporation XYZ.
Ms. Bank: Great! Well, what I do is to help CEOs such as yourself [show the person that you've helped people similar to them] create a customized retirement plan so that they can make their money work for them. In fact, we've had several CEOs who've doubled their wealth because of working with my company [give brief example of success stories. If you can mention the name of someone they know, even better].
Mr. Money: Wow, that's pretty impressive.
Ms. Bank: *Smile* You seem interested, and you're the right sort of customer who can benefit greatly from our services. Why don't we talk about this some other time? Here's my contact card. Why don't you give me yours- [make sure you ask for their contact details so that you can contact them later] so that we can meet up sometime next week to see if there's anything that we might be able to do for you...
Lesson:
Craft a creative response to the question 'What do you do for a living?'
Instead of simply stating your position/title/company name, highlight the benefit that you offer customers (e.g. a insurance salesman might say, "You know how there's so many things that happen in people's life that we don't plan for? Well, I help secure people against the financial risks of unforseen circumstances).
Find a creative way to highlight what you do for a living, and you'll be able to convert total strangers into customers!
Showing posts with label influence. Show all posts
Showing posts with label influence. Show all posts
Sales Influence
Cold Calling Technique: Why Don't I Drop That Off?
Cold-calling is scary, but if you learn to do it correct, it's also exhilarating.
Imagine this scenario.
You're on the phone and you're giving your best sales pitch. Halfway through, the person on the other end of the line says, "Why don't you send me the information and I'll look through it?"
What are the chances that that person will actually be waiting for your information? And that when it arrives, they'll remember you? And that they'll actually stop what they're doing and they'll read it? And then take the time to call you back and sign up for your offer?
Pretty slim. Probably zero.
So, next time someone such a scenario plays out, here's what your response should be:
Prospect: Why don't you send me the information, and I'll review it?
Your Response: I could do that, but I also know that you're still going to have questions. So why don't I stop by and drop off the information personally? Would Monday or Thursday work for you?
This response will allow you to set up a face-to-face appointment, which is an easier sell than a cold call.
Cold-calling is scary, but if you learn to do it correct, it's also exhilarating.
Imagine this scenario.
You're on the phone and you're giving your best sales pitch. Halfway through, the person on the other end of the line says, "Why don't you send me the information and I'll look through it?"
What are the chances that that person will actually be waiting for your information? And that when it arrives, they'll remember you? And that they'll actually stop what they're doing and they'll read it? And then take the time to call you back and sign up for your offer?
Pretty slim. Probably zero.
So, next time someone such a scenario plays out, here's what your response should be:
Prospect: Why don't you send me the information, and I'll review it?
Your Response: I could do that, but I also know that you're still going to have questions. So why don't I stop by and drop off the information personally? Would Monday or Thursday work for you?
This response will allow you to set up a face-to-face appointment, which is an easier sell than a cold call.
Laugh and Inspire: The Perfect Example
Check out this amazing speech from J.K.Rowling, author of the mega-successful 'Harry Potter' books. She starts off strong (getting several laughs and a huge round of applause within the first 60 seconds!) and goes on to give a very inspirational speech. Just check out the first 60 seconds, and I assure you that you,like everyone else, will end up watching the entire video...
J.K. Rowling Speaks at Harvard Commencement from Harvard Magazine on Vimeo.
Share
J.K. Rowling Speaks at Harvard Commencement from Harvard Magazine on Vimeo.
Share
How Can You Use the 'Enter and Knock' Technique to Achieve Your Dreams?
How Can You Use the 'ENTER AND KNOCK' technique to Achieve Your Dreams?
Do you have a brilliant business plan, but you "just don't know anyone who will give you enough funding to get started"?
Which organization or company do you want to work for, but "can't" because you "just don't know anyone who works there?"
What ideas and plans are you holding back because you don't have the right contacts and connections?
While you think about those three questions, come with me on a little journey and you will learn how to use the 'Enter and Knock' technique that may help you overcome these barriers so that you can get started on your dreams:
*****
If you were with me two years ago when I'd just graduated from high school, you would have seen me very excitedly talking to a bunch of friends about a "brilliant business idea" that could potentially make me several hundred thousand dollars in profit.
While I won't go into the details of the plan, my idea was to export a very popular product from Kenya and into Tanzania (where it wasn't available on the market at that time). Figuring the popularity of the (newly-launched) product in Kenya, I believed that the product would prove equally popular in Tanzania. I had all the proposals written out and a thorough strategy in place, but I never did carry out the plan.
Why?
Because a little negative voice inside my head said: "You don't have any connections...you don't know anyone who would fund your business plan!" Is there a negative voice inside your head is telling you that you can't succeed because you don't know the right people?
The positive person inside of me answered: "I believe that if you search hard enough, if you're dedicated enough, you'll surely find several organizations who'll be willing to adopt your plan and give you a shot."
Immediately, the negative voice retorted: "Oh yes, sure, there may be a few organizations who might be interested in the proposal, but how can you possibly convince any of the big-shots to even listen to you, let alone accept your plan?"
Sadly, the negative voice triumphed, and I lost. As I write this, there is another organization in Kenya that is exporting the very same product to Tanzania - and they're making a fortune out of it. I let a great money-making idea slip out of my hands because I felt that I didn't have the 'right connections to get started'. When have you ever talked yourself out of your hopes and dreams because you "didn't know the right person?"
Last week, I had another great idea that, had I let slip, would have cost me HK $130,000. Fortunately, this time, when the negative voice inside my head started speaking ("You don't know the right people!"), I acknowledged that it was correct. It was true that I didn't know the 'right people'. However, "not knowing the right people" or not having the "right network" can not be treated as a valid excuse for you to not carry out your plans. Instead, like I successfully did this time around, you can use the Enter and Knock technique to achieve success.
Before I expound on what the Enter and Knock technique is, think of this: Have you ever seen a person (or maybe it was you) who entered a room, and then, upon entering....realized that they forgot to knock? It happens all the time!
What happens in this sort of situation? For example, say that you (in a bit of your hurry), enter your boss's office before realizing that you forgot to knock. Most of the time, your boss will just let it slip and you can sit down and start talking. At the end of the meeting, he may add with a smile, "And next time, please don't forget to knock". Not much harm done.
Now, to illustrate this Knock and Enter technique for Success in your career, let me show you how I effectively used it to gain a significant amount of benefits worth HK$130,000.
Imagine that you were with me in Hong Kong on Friday, 13 August 2010 at 2.03 p.m. on the elevator to the thirteenth floor. On the elevator, you would have seen me inhaling and exhaling deeply in an effort to calm myself down because I was heading over to a company called 'Active Communications Limited' (a firm that specializes in providing presentation skills, leadership and managerial training for top executives in Asia). I knew no one at Active Communications, and I had made no prior appointment...All I had was a good idea that I believed they would be interested in.
When the elevator doors opened, you would have seen me confidently walk out of the elevator and into the offices of Active Communications, where I politely asked the receptionist if I could see the General Manager. Several minutes later, I was sent into the General Manager's Office where I introduced myself before giving a five minute overview of my business plan. [This is the ENTER stage, where you're still seen as a stranger by the organization you've barged into...but at least you've entered, which is better than being a stranger outside the organization]
After talking for 10 more minutes, you would have seen the General Manager stand up, reach across the table, shake my hand and give me his personal business card so that we could talk more about my proposal the following day [This is the KNOCK, when you get invited back by the organization. In the coming article, I will show you how to make sure that once you've ENTERED, you get invited back for a chance to KNOCK]. The following day, the General Manager and I went over my business plan and I was able to secure benefits worth HK $30,000.
Later that very same Tuesday after talking to the General Manager of Active Communications Ltd, I ENTERED the offices of another company, was invited back (the KNOCK stage) and was able to secure additional benefits worth HK $100,000+.
When you don't know the right people and you don't have any polite way to 'knock and enter' the offices of an organization (whether you're trying to get a job there or get funding from them), try the 'Enter and Knock' technique instead. It is not ideal, but it still works a lot of the times.
Sometimes, you may have to ENTER more than once in order to get an opportunity to KNOCK [For example, I have spent the last month barging into the offices of J.P.Morgan, but I still haven't been invited back. Once I enter enough times, eventually they'll let me knock :).
Don't just take my word for it. Check out Les Brown (a world-renowned motivational speaker) and look at how he used of the ENTER and KNOCK technique:
http://www.youtube.com/watch?v=NXS4tWHtItY&feature=related%20
To see the Les Brown's use of the ENTER, ENTER, ENTER and KNOCK technique (sometimes it takes more than one Enter to get invited back for the Knock), click on the YouTube link and forward to 4 minutes 18 seconds.
The ENTER and KNOCK technique may not be ideal, but it works a lot of the times. As with walking into your boss's office without knocking, your boss will forgive you and you will get the job done [if you know how to get invited back for the KNOCK - an issue we will cover in the next article]. Don't lose out on a brilliant idea like I did just because you don't have the right connections!
Do you have a brilliant business plan, but you "just don't know anyone who will give you enough funding to get started"? ENTER and KNOCK
Which organization or company do you want to work for, but "can't" because you "just don't know anyone who works there?" ENTER and KNOCK
****
If you have enjoyed this article and found it useful/inspirational, please share this link with your friends on Facebook.
Most people who visit this website also sign up for the FREE e-Newsletter ('Persuasion and Public Speaking Toolkit) which is valued at $599 by clicking on the following link and 'liking' the Facebook page:
Live Passionately,
Akash P Karia
http://public-speaking-hong-kong.blogspot.com/
Last week, I had another great idea that, had I let slip, would have cost me HK $130,000. Fortunately, this time, when the negative voice inside my head started speaking ("You don't know the right people!"), I acknowledged that it was correct. It was true that I didn't know the 'right people'. However, "not knowing the right people" or not having the "right network" can not be treated as a valid excuse for you to not carry out your plans. Instead, like I successfully did this time around, you can use the Enter and Knock technique to achieve success.
Before I expound on what the Enter and Knock technique is, think of this: Have you ever seen a person (or maybe it was you) who entered a room, and then, upon entering....realized that they forgot to knock? It happens all the time!
What happens in this sort of situation? For example, say that you (in a bit of your hurry), enter your boss's office before realizing that you forgot to knock. Most of the time, your boss will just let it slip and you can sit down and start talking. At the end of the meeting, he may add with a smile, "And next time, please don't forget to knock". Not much harm done.
Now, to illustrate this Knock and Enter technique for Success in your career, let me show you how I effectively used it to gain a significant amount of benefits worth HK$130,000.
Imagine that you were with me in Hong Kong on Friday, 13 August 2010 at 2.03 p.m. on the elevator to the thirteenth floor. On the elevator, you would have seen me inhaling and exhaling deeply in an effort to calm myself down because I was heading over to a company called 'Active Communications Limited' (a firm that specializes in providing presentation skills, leadership and managerial training for top executives in Asia). I knew no one at Active Communications, and I had made no prior appointment...All I had was a good idea that I believed they would be interested in.
Later that very same Tuesday after talking to the General Manager of Active Communications Ltd, I ENTERED the offices of another company, was invited back (the KNOCK stage) and was able to secure additional benefits worth HK $100,000+.
When you don't know the right people and you don't have any polite way to 'knock and enter' the offices of an organization (whether you're trying to get a job there or get funding from them), try the 'Enter and Knock' technique instead. It is not ideal, but it still works a lot of the times.
Sometimes, you may have to ENTER more than once in order to get an opportunity to KNOCK [For example, I have spent the last month barging into the offices of J.P.Morgan, but I still haven't been invited back. Once I enter enough times, eventually they'll let me knock :).
Don't just take my word for it. Check out Les Brown (a world-renowned motivational speaker) and look at how he used of the ENTER and KNOCK technique:
http://www.youtube.com/watch?v=NXS4tWHtItY&feature=related%20
To see the Les Brown's use of the ENTER, ENTER, ENTER and KNOCK technique (sometimes it takes more than one Enter to get invited back for the Knock), click on the YouTube link and forward to 4 minutes 18 seconds.
The ENTER and KNOCK technique may not be ideal, but it works a lot of the times. As with walking into your boss's office without knocking, your boss will forgive you and you will get the job done [if you know how to get invited back for the KNOCK - an issue we will cover in the next article]. Don't lose out on a brilliant idea like I did just because you don't have the right connections!
Do you have a brilliant business plan, but you "just don't know anyone who will give you enough funding to get started"? ENTER and KNOCK
Which organization or company do you want to work for, but "can't" because you "just don't know anyone who works there?" ENTER and KNOCK
****
If you have enjoyed this article and found it useful/inspirational, please share this link with your friends on Facebook.
Most people who visit this website also sign up for the FREE e-Newsletter ('Persuasion and Public Speaking Toolkit) which is valued at $599 by clicking on the following link and 'liking' the Facebook page: Live Passionately,
Akash P Karia
http://public-speaking-hong-kong.blogspot.com/
Subscribe to:
Posts (Atom)
