Here’s a sales training thought for the day… Someone’s trying to sell me something at the moment. They met me at one of my seminars and told me a bit about their products. I get that a lot as you might imagine. I said that I was pretty interested in what they had to offer. Now I don’t know about you but I’d call that a green light! They should be communicating with me. And they are… well sort of anyway.
You see, they’ve decided to take the sale on by email. Email after email after email. It’s got to the point where I am beginning to get a little sick of them.
I feel like I am being harrassed!
In these days of email, texts, hotspots, voicemail, cellular phones, social media, iPads and smart phones, it’s much, much easier to stay in touch with people but many people seem to have forgotten the power of the personal touch when selling. Now don’t get me wrong here. I use technology to support my business. I use technology to boost my sales efforts. I use and test many of the new ideas before lots of other people. I have an email newsletter (cheap and easy!), I use email autoresponders (those little fighters sell when I am asleep), I have had a blog since the mid 2000’s (hey! you’re looking at it!), I have videos on Youtube, fans on Facebook and followers on Twitter… but none of these replace that personal touch.
People assume that all forms of communication are equal. They are not.
I don’t expect people to feel personally touched when they receive an email. Few people are excited to get voice mails anymore. Some shops now are trialling blue-tooth technology that sms’s your phone as you walk past the shop! Now, that’s going to be popular, isn’t it?! One of the main problems is that we all know how easy these new technologies are to use and how easy it is to bombard people with message after message. We get far too many of them, every day. And it’s growing exponentially.
In sales training seminars, we discuss how most companies are so busy contacting people through these new mediums that they forget to give that personal touch. And this makes some of the older, more personal techniques all the more impactful and all the more effective when used in conjunction with the newer ones.
Sales training tip for the day: Think about how you can create that personal touch…
A phone call rather than an email, a hand written Birthday card rather than an e-card or a snippet of information ripped out of the newspaper in the post to an existing or potential client.
They love it.
There are many arguments raging in sales training and business forums on the internet about modern vs old methods. They are pointless. People seem to want to replace the old with the new, black with white, Yin with Yang. But all of these things work better together. Don’t be sucked into this futile debate. Use the best of the new AND the best of the old so that you can reach, engage with and add value for your clients more effectively and more personally than you ever could before.
The age of technology is here. The age of instant communication is here. And that makes the juxtaposition of old with new even more powerful. Perhaps some of you have forgotten the old ways! Perhaps some of you are too young to remember them. Why not share your ideas for giving that personal touch in an impersonal society and comment on my blog below?
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