Before moving to New York, I made regular trips to visit my sister here.
First, I was a tourist. Then progressed to being a visitor. And now I’m a resident.
Check out how this relates to sales in your business…
On the first couple of trips, it was all about the sight seeing… the Statue of Liberty, Empire State Building, MOMA, eating out every meal…
I would whirl around, check it out and move onto the next tourist site.
After awhile, I felt less obliged to spend all of my time exploring the tourist sites and became, what I would consider, a “visitor”.
Between going to shows and museums, we started to poke around neighborhood street fairs, run errands and order takeout. I slowed down just a bit.
Now that I’m a resident, I’m connecting with other New Yorkers and making friends.
I’m working in my garden, walking to the grocery store and going for long bike rides.
Even though I have always lived life at a pretty fast pace… I’m being more conscious of building a relationship with my new neighborhood and actually slowing down to get to know the city better.
What does this have to do with sales, you ask?
Think about the sales conversations you have and identify which of those three would describe your prospect…
A tourist is a quick in & out, onto the next “site”.
In your biz, they’re the people who are currently on the sidelines and not quite ready to invest more than their time… so they take in all of the free content they can get.
Like watching this blog for tips and taking free teleclasses.
A visitor is still curious like a tourist, but slows down a bit to get to know a different side of things because she’s looking for growth and new experiences.
In business, these are people who are beginning to invest in themselves with low to mid-level programs that provide some direct interaction for short periods of time…like my SELL Event or Bootcamp.
A resident makes a higher investment in herself, because she’s made a longer-term commitment to really “move in” to her business and the programs that support her fully embracing that mindset.
In my business, these are the entrepreneurs who have more access to me on a more intimate, focused basis. Like my VIP clients or the folks in my invitation-only “Sales Confidence” mentorship progam.
So think about the sales conversations you’re having and identify which of those three would describe your prospect based on your different levels of programs.
And which of those three would describe YOU based on what sort of investments you’re making in your own biz?
Tags: carolyn herfurth, closing a sale, entrepreneur, new york city, overcoming objections, sales coaching, sales confidence, sales confidence mentor, sales expert, sales training, sell, small business, startup, the biztruth