Attract the Right Job or Clientele:
One communication strategy only serves to destroy any hope of developing credibility or trust. Witnessing the action twice in one week had me thinking, “I sure hope this isn’t the new trend!”
My Story
Over the past week, I’ve been writing about open and honest communication. Unfortunately, the one strategy believed to destroy it all is that of “Deflecting the Question”. The simpler term is “Avoidance.”
Story #1:
A community organizer was asked about the timeframe for ordering and receiving a product. Her reply was to ask about my cosmetics. What? Perhaps she was hoping that I am so self-absorbed I would forget what I originally asked. However, I’m way too focused not to return to the original question.
Story #2:
The second episode took place after I sent an inquiry through email to a travel service. The company came highly recommended. My question was about an estimated price for a specific trip. The response omitted any mention of price. Instead, it was suggested I attend a meeting. Thankfully a friend went to the gathering. Upon his return, he said the only way to get an inkling of the price was to wait for a private consultation with a representative. With relief in his voice, he added, “So I left.” And there you have it!
Avoid Me vs. You
Knowing the price of any product or service is essential for prospective clients for budgeting purposes. When the avoidance is apparent, it also becomes evident that the person doesn’t want to work with you on your terms, only on theirs.
One-sided arrangements never fly and eliminate the possibility of building the business. And then something worse than not getting the sale is added to the mix. Bad word of mouth is given the potential of going viral. If you are looking to kill your reputation and brand, this is how to accomplish it all.
On the flip side, by being upfront when asked about the price, your response is appreciated on numerous levels. Even better is to volunteer where your pricing levels stand among competitors. Most people disagree with this and hold back. However, by making the cost known from the beginning, you have the entire conversation to build in the value. This presentation style develops trust and credibility, and now the prospect believes you are to be trusted. A further question and answer plus engaging dialogue will move you toward earning the sale. ‘Earning’ is the key word for obtaining the sale.
NOTE: A previous blog providing the opposite information, Communication Strategies that Improve Results, may be read by clicking the link.
Job Interviews
And if you are about to go on a job interview, brace yourself for some unusual or difficult questions to answer. Consider the implications they are weeding out plus the benefits to be found within your answer. If you need an explanation for why the question is being asked, be bold enough to request it. Then provide a concise answer followed by asking if your reply answered their question in full. The experience demonstrates you are flexible and do you best to provide what is needed.
Your Story
Most likely you have been trained to hold back on announcing the price of what you have to sell. Give thought to how you do announce your pricing and the value you provide. The biggest question to face is whether you are forthright or tend to avoid the financials when it comes to working with your clientele.
Do You:
- Compare and contrast your pricing and value with that of your competitors
- Provide the benefits of doing business with you
- Give a summary of how you work that will gain the attention of prospective clientele?
Whether you text, use Instagram or meet in person, success is dependent upon clear cut and direct communication. Standing up to the most difficult questions does take practice, but gets easier over time. Begin practicing with direct answers. Next, add in being the first one to make inquiries such as, “What’s your budget?” The repetition builds confidence, and the confidence attracts sales.
Sales Tips
- Provide direct answers to questions.
- Practice asking tough questions such as the budget.
- Improve answers when replying to tough questions.
- Make more inquiries in meetings to acquire a greater understanding of the thinking.
- Offer insights into competitive offerings to compare and contrast.
- Develop value-driven reasons to acquire your services.
- Deliver on time and as promised every time.
- Ask satisfied clients for referrals.
- Review all strategies to delete the worst and embrace the best.
- Celebrate Success!
For More Insights: Visit Elinor’s Amazon Author Page
“Communicate to Attract Interest”
Be A Story-Teller
As the CEO of Smooth Sale, after her near-death experience, Stutz adapted the motto, “Believe, Become, Empower.”Nice Girls DO Get the Sale is an International Best-Selling and is Evergreen – among the classics; HIRED! Helped many to secure the job they desired.
Today’s insights are provided to help you achieve the Smooth Sale!
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