Let's Get Personal
Have you ever wondered why you prefer one shop to another, or feel more
comfortable dealing with one salesperson rather than his/her colleague?
It is not always the product or service that seals the deal, but the rapport we
have with the person doing the selling or providing the service. Research has
shown that consumers are more inclined to make a purchase because they like the
salesperson and have connected with them.
Building rapport with your
potential clients is an important part of the sales process. As mobile DJs,
there are simple steps you can take to assist this process.
Name
Is your name a closely guarded secret, or do you give it away
generously? Knowing and using someone's name is a powerful tool for
developing a relationship with, what is in effect, a complete stranger. This can
be achieved very simply .
At the start of a telephone call, answer with your name,
'Hello, Sandy speaking' (well....only if your name is Sandy!). Then, ask the
name of the person you are speaking to. During the conversation, refer to them
by name. This has the effect of breaking down barriers and paves the way for
rapport building.
Ensure your name is visible on your website and on your
business cards. Clients feel more comfortable calling if they have a name to
use, ask for and refer to.
Mug shots
 A photo
of your face, whether you're spotty, bald or a top model, assists in breaking
down the 'stranger barrier'. As well as knowing your name, being able to
visualise you when corresponding by phone or email, helps you to be more
memorable and increase your chances of leaving a lasting impression.
From a
questionnaire presented to brides, all agreed they'd prefer to see a picture of
the DJ on a web site rather than a photo of their mixer! The same brides said
that they had more confidence in the provider when they felt they were dealing
with 'a named person' rather than a company as a whole.
Information
When we engage in conversation, you're not just
selling a service, you're selling yourself and wanting the client to like and
trust you.
Here are two tried and tested 'little gems'
1. Encourage your
client to talk about themselves and listen attentively to what they have to say.
People are more inclined to like someone who takes an interest in them, rather
than just talking about what they do.
2. While listening to your client,
make a note of small details. This could be the names of their children, where
they are going on holiday, what they do for a living etc. In future
conversations, remembering these small details will help to cement the
relationship.
Courtesy
As youngsters we were
taught 'manners cost nothing'. In actual fact, they are worth their weight in
gold. Small gestures such as a smile and warm hand shake, eye contact and
favourable body language (ie no arm folding or nose picking) all assist in
rapport building. At the function, taking the time out from setting up to greet
your client will endear them to you.
In summary, getting personal can,
will & should increase your opportunities, conversion rates and bookings.
Until next time, Good Luck
Sandy
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