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> August 18, 2012

Will This Approach Close Deals? Here’s What You Said.

Last week I posed a question to you—would a particular sales approach, supported by research, work?  Here’s the approach, if you need a reminder…

Many salespeople who hope to close a deal will do a “favor” for the prospective client.  This works to help close deals because it shows interest in the prospect.

The researcher has tested another approach, and suggests it is an even more powerful favor strategy.  He tested not just asking the prospect to do a task, simple or complex, but to do something unusual.  Like “Would you tie my shoe for me?  I have a bad back.”  Or “Could you check the back of my jacket?  I think I have something on it.”

My question to you was—have you tried something like this?  If so, what was the result?  If not, would you try it now that you know that science supports the fact it works?

I was flooded with your responses.  And an interesting group you are.  Here is the gist of what you said:

• Elisabeth, Dale, and Dan represent the majority of responses, which say this approach feels manipulative. It doesn’t feel authentic.  It doesn’t resonant with you.  It feels like a trick.  So most of you said “no,” you’re not doing this.
• Vernon represents several of you who wanted to try this approach with a prospect you knew.  We’d love to hear how it went!
• Judi added some extra insight, believing it would only work if you were successful in establishing “intimacy” with the prospect first.  You’ve earned the right to ask before you use this approach.
• Alan added nuance to the approach, stating it can work and requires careful delivery, judging the situation as appropriate or not.  This comes under the topic of building trust.  He’s used this approach but only in the right situation.

Great responses and interesting input.

Then, of course, I had you jokesters commenting that I failed to provide my sister’s phone number so it was impossible to perform the request, or that my sister did answer and said to “please bring the wine.”  By the way, I love you jokesters!

My take-away from both the approach and your responses is this: do you know your customer/prospect?  Do you really know them?  Really? Really, really??

When you take the time to fully understand your Ideal Customer, you’re half way to a full, booming business.  This is a daily action of small steps.

So let’s end with this…what have you done today to fully understand your Ideal Customer?

Go forth and do great things,

Martha Hanlon and Chris Williams