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July 17, 2005

TOP TEN TIPS on How To Market To Your Prospects With Ease, by Sunny Hills, Maui, Hawaii

on: "How To Talk To Your Marketing Prospects
With Ease - Immediately."

1. Always Imagine Their Concerns Before Talking to Them. This is the Secret to Making an Instant
Connection with Your Prospects Even Before You Begin a Marketing Conversation. Try to get inside their head,
put Your heart in their place, try to stand in their shoes. If You were them, what would You be feeling and
thinking? What would Your concerns be today? What questions or thoughts would be in Your mind? Being
"over there" with them, is a HUGE advantage to have, before You even begin ... AND ... it will take the focus and
the pressure off of You. It will begin Your forward momentum.

2. Always Imagine that You are Talking to a Friend. This is the Key to Real Communication in a Marketing
Conversation ... even if it's a complete stranger. Remember that even Your Very Best Friend was once a stranger.
What happened to change that relationship, to help it evolve to what it is today?
What might be possible someday in the future between You and this person that You're talking to now?
If this person were in fact Your Very Best Friend, how would You talk to them?
If You can truly imagine that You are talking to a friend, You won't be "telling" or "selling."
You'll be listening, caring & sharing. Rather than "closing a sale," You'll be "opening a relationship!"

3. Always Begin with an "Attitude of Gratitude." This is the Best Attitude You could possibly have during aMarketing Conversation.
Express how much You appreciate them not only at the beginning of the conversation,
but also in the middle and at the end.
Be sincerely grateful (as You begin) that they have made this time for You ... (in the middle)
that they are sharing their ideas so openly,
and (at the end) for everything nice that has occurred in the conversation,
for their generosity and consideration in speaking with You.

4. Always Ask: "Is this a good time to talk (about this)?"
This is the Most Important Question for You to ask,
before starting any Marketing Conversation
... especially when You're calling someone on the phone,
and even when You're talking to someone in person.
Remember that a phone call is always an interruption.
Asking this question is the courteous thing to do.
Remembering to ask it, will separate You from the crowd,
it will gain You instant respect,
and it will also save You from annoying someone.

5. Always Begin by Asking them What they Want? or What they Think?
This is the Best Way to Begin a Marketing Conversation.
Why not get them talking as soon as You can?
This will not only take the pressure off of You,
but it will tell You a LOT about THEM,
which is the Key to learning exactly HOW You can best serve them.
Doing this is far more important than anything You could possibly say in a prepared script or sales talk.

6. Always Ask Them Their Concerns (Doubts or Misgivings) and then Ask Them What Other Concerns They Have, Before You Tell Them Anything About Your Services or Offerings.
This is the Secret to Learning Exactly What to Say to Any Particular Person
in a Marketing Conversation.
Try to get as many concerns as possible out in the open,
and when You think they've listed them all, then ask them for more!
Rather than being afraid to hear these, welcome them with open arms.
These are Your Guideposts for knowing exactly what to say
to this unique individual.

7. Always WANT for Them, What They Want for Themselves,
and "Let Go" of The Attachment to Getting YOUR Desired Results.
This is the Most Freeing Thing You Can Do For Yourself in a Marketing Conversation.
You aren't there to convince them of anything or to sell them anything.
You're there to help them achieve their desired goals and objectives.
Tell them what You want For them ... AND, sincerely want for them
what they want for themselves.
Simply say: "What I want for You is ... "
By doing this You'll FREE Yourself up to speak openly and candidly,
and they'll appreciate it.
You'll know exactly what to say, when they feel Your sincerity & desire,
they'll want to work with You.

8. Always Ask "What if … ?"
This is the Most Effective Way to Move Them Forward with You,
to the Place Where You Want to Take Them in a Marketing Conversation.
Ask: "What if that concern could be dealt with?"
Ask: "What if that doubt could be addressed?"
or Ask: "What if that misgiving could be handled?"
Use "What if ...?" to help them imagine and feel the results
You're going to help them achieve.
Let them feel and own those results now, in their imagination.

9. Always Ask for What YOU Want, and then "Shut Up" until They Give Their Answer.
This is the One Thing You Must Promise Yourself to ALWAYS DO
in Every Marketing Conversation.
If You've done steps (1) - (8),
then You've set the stage,
and You've earned the right to ask for what YOU want ...
Whether it's for another appointment, for a referral, or for their business.
You truly have their interest at heart,
and now You get to ask for what You want.
Ask it in a short & simple sentence,
and then say nothing until they answer,
no matter how long it takes for them to speak.
Always ask, even if YOU imagine the answer will be no.

10. Always Let Go of Any Attachment to Hearing Them Say "Yes",
and KNOW Deeply ... that IF They Say "No" ... it's NOT about YOU!
This is the Most Effective Way to Keep Your Enthusiasm High
and Your Momentum Moving Forward in a Marketing Conversation.
It's also the Absolute TRUTH!
The most common reason people say "No" is that the timing isn't right for them.
It's about THEM and their lives.
It's NOT about You. You did nothing wrong.
You've EARNED the right to speak Your Truth
and to Ask Your Questions.
Congratulations on doing it!

"Success is the ability to go from one failure to another with no loss of enthusiasm."
~Sir Winston Churchill.

“If You think You can do a thing … or think You can't do a thing,
… You're right!”
~ Henry Ford

Copyright © 2003, Inc. All Rights Reserved.

Additional Comment -- From Sunny :)

Posted by Sunny at July 17, 2005 04:45 PM


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