Everybody wants to be the best marketer but nobody wants to listen.
There's actually two meanings in that sentence and I'm not sure many will get it right away.
A couple of days ago I accepted an invitation to connect on LinkedIn. I don't know about you but I'm at the stage where I won't connect with just anybody. Some of you might still be working toward what is believed to be the magic 500 and if so, fair game to you. One thing I will suggest though is that once you're there and the numbers continue increasing, counter measure for a bit by getting rid of some of the dead wood connections you made along the way.
Anyhow, this connection came via the standard unedited pre-written intro that LinkedIn uses. Not ideal, but something one has to get used to due to their mobile app not providing the editing of, and mobile often being the device of choice nowadays.
Before accepting I will generally head over to investigate the invitees LinkedIn profile and on this occasion there was a fairly well written list of services provided by Bob (just a sample name I chose to use instead) and his associates all working within the financial sector.Looking all above board and genuine I wondered if this individual was actually showing an interest in my own offerings or simply wanted to exchange a few words where we may have been able to work out how best to support and benefit each other. That after-all is what networking is about is it not? I accepted and decided to wait for Bobs introduction.
It wasn't long before Bob got in touch and what a nice line he used:- "Hello Keith,
Good to connect with you as a local successful business person. " Nice don't you think?
Then the next line:- "If you could spare 5 minutes sometime I would love to introduce myself to you face to face and take control of your finances." Rather a let down don't you agree?
His was not a lengthy message but apart from that single first sentence the whole message was based on him, what he does and wanting to meet up. No mention of his company name, no interest in anything me and no conversation what so ever.
My initial response was to point out the error of his ways as far as I was concerned, however, I decided to play it differently. My reply was one stating that the services he offered were already being provided (truthfully) by a friend in the same industry so I thought it only polite to decline. Knowing my services are something that could definitely benefit him, I did finish my reply asking if he would like further details on what I do assuming he had viewed my profile.
Today I received his reply acknowledging and congratulating me on looking after my finances correctly and then going on to indicate how, for my own well-being, he and his partners should not fail to be considered. Oh, and also to keep his details safe for when needed????
Now back to those two meanings at the start of my post.
#1 I'm pretty sure you can recognise that there was no listening on Bobs part. If you want to find out if your product is a fit for your client, you have to listen for their needs or requirements. Constant reference to your own services simply provides your client with points to raise objection towards.
#2 Somebody may get your attention by shouting at you but does it make you inclined to listen? All Bob did was to push his services on me, I might well have heard his message but I can assure you that I was not listening.
That's probably not the most interesting example you've heard on how not to handle approaching new clients but it is a regular mistake I see network marketers making. If you are using similar tactics, maybe this will help you recognise why few are taking you up on your offer.
If you have received any level of value from this post please feel free to comment or share, it could well help the next person equally.
Keith
