The other day we talked about the importance of positioning when you’re approaching prospects.
I think we concluded with something like, “…. and when you’re the big cheese, you make the people working with you feel special. They feel lucky and excited about their relationship with you because you’re NOT just anyone. You’re the top dog — they know it, and you know it.
So here are three ways to take full-charge command when it comes to positioning.
1. Take the lead by offering as much information about your particular topic as you possibly can. There is no easier and more concrete way of garnering respect, than by being an authority on the things you’re talking about.
This is why writing a book, for example, builds so much credibility and is so important.
And, it’s also why using two-step lead generation is so effective. By default, you’re the authority when people come to you for info, which is the essence of what two-step lead generation is. Remember, when you are looked at as an authority on something instead of as a salesperson, you automatically lower any resistance to your recommendations. (Think, “doctor” – when the doctor says you need surgery… you’re not thinking “he’s selling me something.” In many cases you probably should be thinking this, but that’s another conversation for another day.)
2. In other words, be a problem-solver, not a sales person. Come from the mindset of “How can I fix their problems… make their lives better… alleviate their pain and frustration…” You get what I’m saying here, right?
Don’t worry about the sale, worry about solving your prospect’s problems and when you do this, the sale comes swiftly and easily.
3. In many situations, you can actually make your prospects apply to do business with you. Yes, this may sound unconventional, but if you keep doing things conventionally, you’re only going to get conventional results. And I assume that’s not why you’re reading this, right?
Good. Because the truth is, making someone apply to work with you is probably one of the smartest things you can ever do. And in fact, not only is it smart for your positioning, but it actually makes your current clients feel special, and it lets your prospects know you’re not dicking around and you value your time. It lets them know you don’t have the time and energy to work with just anyone — that your time is valuable.
So not only does this help with positioning, but you automatically create time management dynamics and set parameters for your clients, they’ll respect moving forward.
I can’t explain how important this topic is. In many ways, for much of the work I do, both in my core business and for sure in my “non-core” businesses, positioning has played a major role in my success.
Don’t miss out on this critical concept — if you do, you also miss out on lots of dollars as well.
Now go sell something, Craig Garber
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