Yellow Dog Consulting

Sales & Marketing Consulting for solo-preneurs.

Don’t Push It

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The other Odd Couple - Hank & Vinnie

I was meeting with a couple of new employees of a company the other day. Great people, eager to sell better and really wanting the up-sell to work.

So as we discussed strategy they kept asking, “but if they only want THIS, how do I get them to THAT” (That being the slightly more expensive product, but simply a different format).

And I said: you don’t. The last thing you want to do when selling our product or service to someone is to piss them off in the process. I have met my fair share of pushy sales people – and when I first started out I know I was that pushy sales person sometimes. And then I learned to stop being pushy. If they don’t want the product or service you offer, how sad for them! It’s their loss (and yes your sale/commission loss too), but I’d rather they not avoid me at events, and know what I do, than have my product or service and never use it and feel like they were pushed into the sale.

Desperation is a nasty scent; try not to repel people with it.

LinkedIn – We’re Not Friends

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Hank & Carson "sharing"

What’s the deal with people on LinkedIn lately? I know everyone has a different idea of how they use LinkedIn or WHEN they will “link.” For me, if we have met at an event before and had a conversation then LinkedIn is a great way to keep an eye on each other, see who we both know, and from there maybe meet up again.

However, lately a LOT of people seem to think we’re friends by using the canned “I’d like to add you to my professional network on LinkedIn.” Nope, not happening. Sometimes I will take the time to see if we know a few of the same people and maybe we HAVE met before, but often times I will ignore.

The other day someone said we were “Friends” and I had never seen him before. What’s MORE annoying is that he added a personal message – and by message I mean quick sales pitch “I do XXX and would love to work with you- call me 425…” SERIOUSLY?

RUDE.

LinkedIn is a place to connect with people you know professionally. And don’t assume that you’re as memorable as your mom tells you. A polite and PROFESSIONAL reminder of how you met will go a long way…and a canned request will get a canned response – and by canned, I mean kicked off LinkedIn.

Are You Comfortable With It?

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Hank in his typical stateI was meeting with a client last week and discussing their elevator pitch and messaging. The client kept asking if it should be one way or another- does it have to be positive? Do I talk to the pain or to the solution? Will they know what I mean? Do I know what I mean?

Here’s the short answer – tell the truth, and say what’s comfortable. Every time we tweaked the pitch I asked “does that sounds good to YOU” “are YOU comfortable with it?” You can’t sell your product or service if you aren’t comfortable with what you’re saying.

So, practice. If you aren’t getting the response you were hoping for while networking, tweak it. You know your message, your target market , what makes you unique, and there’s a way to say all of that without sounding pompous. I promise.