September 6, 2011
How To ENGAGE
Let's define ENGAGEMENT as a dynamic within a relationship in which the dynamic holds attention, heightens interest and motivates action.
Attention, Interest, Action
Ask questions, Listen, or Just listen:
No better way to engage than to listen. When a person speaks it engages his or her brain fully. It's hard to listen to 12 board members at a meeting. Be 1:1.
Use Visuals:
Better than Visuals, Create a tour or an experience with your impact message.
Predispose:
Predisposing someone to your visit or your conversation provides clarity ahead of the visit - making it easier to hold attention so you can deliver your intended message.
Be Simple:
We need simplicity. If things are complex, you've lost my attention because I'm attentive not to YOU or your MESSAGE but to figuring out what you're saying. (I'm working on this daily)
Be Specific with an Ask:
If the stated goal is to create action then you need to let the other person know what the action looks like. Being specific in an ask directs attention and let's me know what action to contemplate. In the funding sense, you must ASK in order for me do something.
If we focused on ENGAGING it would change some things....
1. We would worry much less about 'what to say' and instead think about the questions to ask.
2. We would not use PowerPoint and people would stand around flip charts with markers. (roll up their sleeves and get things DONE!)
3. Scores of organizations would ditch events in favor of visits, then we can Engage and Focus on or Create REAL Solutions.....joe@zooment.com
"If we try to take short cuts, the world will know"
If we try to take short cuts, the world will know. If we try to memorize the "right" answers, the world will know. Questions uncover motives, expertise, and may even reveal competency or lack of in a chosen field.
Review the questions you ask your prospects and customers. Are you asking them questions that you can easily find the answers to online? If you are asking customers questions to answers that you are too lazy to research, what message is that sending?
When entering into a conversation with a prospect, avoid questions and leading statements such as, "Tell me about your company," "How can I help you?" and "How long have you been in business?" These are questions that can make you look ill prepared. They can easily be replaced with a more appropriate, "I see you just released a new product last month, and I have a few questions for you before I share a few ideas that I had for your company."
The difference between winning and losing an account can be as easy as spending some time with Google. Do some basic research before an appointment and you will find answers to the majority of the questions you have before you perform your duties as a consultant. With the easy questions answered, your preparations for success will begin...joe@zooment.com
"The Truth...it can grow your business"
Unbelievable crazy {ACT NOW or %OFF NOW} offers may not attract more customers because they lack an essential ingredient - believability.
Why does a business increase their offers or make aggressive promises? Simple: they are trying to break through the clutter in an aggressive marketplace. But truth-telling and thoroughness are the fastest ways to grab a bigger piece of the market. If you understand that unbelievable offers are born out of the need to grab attention, then you can logically agree that the real way to grab attention is to do what others are not doing.
Reframe your sales and marketing conversations in a way that tell the TRUTH!
People will spend money with your business when they believe in you, your product, and your company. Belief is created with proof. Most businesses try to lure customers in with unbelievable offers and only add proof as a subordinate element while trying to close the deal. If you're looking for a way to give your business a great foundation... start the process with the truth.
Prove you are an expert by demonstrating your thorough approach to solving the prospects problem(s) with your product or service. Proof is established when an individual absolutely understands what you are saying to them, and understanding is created when you paint a vivid picture of what success looks like for your customer...joe@zooment.com