Comedian Rodney Dangerfield was immortalized the phrase, “Can’t get no respect”. One of the most common gripes I hear in the business world today is, “I can’t get an audience!” Voice mail, automated attendants, and social media have made it more challenging to get those face-to-face meetings we need to have quality sales conversations. So what can we do to get to our audience?
Get their attention: Think of woodchucks chucking or William Shatner, and you probably are thinking of Geico or Priceline.com. Through bold and sometimes brazen showmanship, they got your attention. How do you get people’s attention? Is is a cute card, a quality conversation, cold calling, or driving visitors to an engaging website? What is your strategy?
Know your strengths: Where are you at your best? What is your strongest suit? Are you good in front of a group, or do you feel more in your zone when you are one-on-one? I had a prospect in mind, and noticed that he was giving a program at a chamber event. I signed up and sat in the front. I enjoyed the presentation, and went right up to him afterwards and told him so. He asked me what I did. Having listened to his program, I answered this question in a way that would relate to his situation. He wanted to meet. He became a client. Here’s the message: Know your strengths and where you are at your best and combine this knowledge with activity that gives you an “audience”
