When I meet someone, I listen carefully to establish what pain he or she is suffering. It’s usually in one or all of three areas: Finances, Time, and Freedom. I then get the prospective customer to elaborate on his pain,
using open-ended questions. I turn the knife in the wound, as it were. I ask:
- How does this situation affect him, personally?
- What impact does it have on his family?
- How will it affect his future?
- In fact, if he doesn’t solve the problem?
- What will his life look like in two years?
- What are the consequences of NOT solving his problem?
Now that he realizes he has a problem, and having dwelt on it, is acutely aware of his need to solve it, I have him tell me what his life could be like should he be able to solve his problem:
- How will he personally feel once this problem has been resolved?
- What effect will it have on his family and profits?
- How will it change his future?
- Give him a glimpse of the rewards he will reap by solving the problem.
Next, I become the solution, or the bridge to his better life, by connecting him with whatever product or service is necessary to solve his problem. When I connect him with the business that solves his problem, I
receive an on-going (yes, I said on-going) commission from that business. That income is 100% margin to me, if it is not my own product or service, so I can’t lose. I create value and get paid for it, and I have a happy customer. Whether he buys from me or not doesn’t matter - he is happy and I made money. I solved his problem and was paid for the service.
Link supply and demand and get paid.
It’s not about you or your business - it’s about value. Be a good listener, help people to get what they want, and you get rich. Stop telling people about your products and services - they don’t care. They care about their problems and goals, and you need to shut up and listen to them so that you can solve their problems and make money. Selling is old hat, as out of date as a commodore 64 computer, boring, childish, and naïve. Solving is the way things work these days, and the ideal vehicle is Joint Ventures.
Robin J. Elliott
www.JVWisdom.com
August 1st, 2008 at 1:07 pm
Totally agree with the solving problem concept. So easy it’s almost crazy.
Bigger the problem and the desire to solve it the better. Pain or loss of something drives most behavior. Take away someones car/tv/house and they will move mountains to get the item back.
From my experience this works everywhere so be careful who you spend time with… All those business network meetings are a waste of time, energy and money.
Next time you go to one ask only one question of the person you are with. Something like; Out of all the people you know, who in your opinion is the best entrepreneur? If they ask why, just explain that you want to learn from the best and ask them to make a quick and warm introduction for you.
Try it out and see what happens.
Best wishes
Steve
August 1st, 2008 at 1:08 pm
Totally agree with the solving problem concept. So easy it’s almost crazy.
Bigger the problem and the desire to solve it the better. Pain or loss of something drives most behavior. Take away someones car/tv/house and they will move mountains to get the item back.
From my experience this works everywhere so be careful who you spend time with… All those business network meetings are a waste of time, energy and money.
Next time you go to one ask only one question of the person you are with. Something like; Out of all the people you know, who in your opinion is the best entrepreneur? If they ask why, just explain that you want to learn from the best and ask them to make a quick and warm introduction for you.
Try it out and see what happens.
Best wishes
Steve
August 20th, 2008 at 4:35 pm
Hi Steve!
Thanks for your comment! Some great advice and solid thoughts about Network Meetings. Obviously ‘best Entrepreneur’ will be different throughout the people you ask - however you’re definitely more likely to find some diamonds in the rough using this tactic.
Has it worked well for you Steve?
Robin