We are just four day’s away from the next Carrier Community Event and I am freaking pumped!
Today’s post is inspired from some answers from the attendees when it came to the question of how do you get beyond the ghost. The ghost is referring to the person you were talking to and about to sign a deal with, but then all of a sudden they don’t respond to your text’s, call’s, emails… nothin. Below are some of the ideas discussed, some of which I wouldn’t have thought of. Since I have started creating this carrier community with others, these pieces of wisdom have become invaluable.
Pay attention to the news surrounding their company and about items that would be of interest to them. If their company has done something remarkable and it is being reported on, this is an easy way to mention it to them and possibly get them talking about themselves… which we all love doing. If their company isn’t in the news and you sent a printed out copy of the article with a letter stating why you sent it, that shows that you actually know about them and their interests, and that you are not afraid to go above and beyond what others and sales do.
Search job postings for their company. You may notice that their company is about to hire someone who will be their boss, or that their position is now open. If you see that the company is hiring a new person in logistics / supply chain, you can send a welcome note once that position is filled.
You should also pay attention to their LinkedIn. That is the easiest way to see changes to someones status and to see if their company, if their company keeps up with their own LinkedIn, has new people that could help you get back in contact with “The Ghost.”
Get existing clients to call prospects. If you can’t get back in touch with your contact, see if you can get an existing client to call on your behalf. If someone called me and was genuinely raving about the service they were receiving… I know I would be 100% more inclined to reignite those conversations and take a second and third look on what was actually offered.
Take a personal visit to their office. This is super old school, but a personal touch is always more impactful. See if you can learn their schedule a little bit better before you go to visit because you may be able to catch them on their way back from lunch.
Hold them accountable. This is one of the more tough suggestions because you have to do it with empathy. You have no idea what is going on in their lives, but whatever is happening shouldn’t keep them from helping out their company. If they agreed to get back with you about a yes or a no, keep them accountable to that.
Any of these five points can be implemented over and over again, but the most important thing is to make the other customer the hero. Part of the reason they may be ghosting is because even though you may be saving them some money or solving a problem, you are positioning yourself as the hero bringing about the solution. Remember that in sales you are never the hero. Your job in sales is to make the other individual realize that with your help, they are going to be the hero as they save their company money, solve a big issue, or help bring about positive change that the company has been needing for so long.
Getting beyond the ghost isn’t easy, but it is possible. What are ways that you are doing it with your potential customers?
I recently went to my first Chamber of Commerce Young Professionals event. It turned out to be a much better networking event then I had expected, which was pleasantly surprising, and I was able to meet a handful of pretty awesome folks. There was a handful of great things about the event and I may post about those things another time, but for today… I wanted to talk about my expectations going in.
Let me ask a question before I go further. Have you ever been to a movie and had extremely high expectations going in, only to in the end leave the theater disappointed? Yet, when you talked to your friends about the movie the next day they were blown away. One of the main reasons for this is because of expectations. I have gone into movies with low expectations and been pleasantly surprised and I have gone in with high expectations and been sorely disappointed. Last night was more of the disappointed for me, but that is on me.
I was connected to this group by a friend and I went in with the purpose to talk to a few key people about an idea that I had to add value to the group. I know… stupid. That thought process is against all that I always talk about, but sometimes impatience and our past lives can get the better of us. The one saving grace though is that I was texting a friend before the event and as I was doing this I caught myself about to make a big mistake… going in looking for the sale. Since I caught myself having too high of expectations I was able to temper them a little, but not fully, and that is why I walked away a little disappointed in the whole thing.
No matter the event you are going to, even if you are the keynote speaker, make sure you temper your expectations. A guardrail that I am going to have in place is to go in wanting to share in at least one persons story. That doesn’t mean that I will do business with them eventually, it just means that I will pay attention to them and actually let them be heard. If I can offer advice, fantastic. If it leads to us connecting later on, great. If I can offer a smile, awesome. The outcome doesn’t really matter. I just know that from now on I am going to go in expecting to share in at least one persons story and let the rest fall where it may.
I am glad that I had that conversation with my friend beforehand because if I would have went in hot with barrels blazing, I would have missed the opportunity to connect with two pretty awesome guys that work five minutes from where I do.
Remember to check your expectations at the door because you don’t want to ruin a perfectly good experience.
The other day I was talking to a friend when he called me a networking machine. This was after I mentioned to him that I was grabbing ice cream with a friend at work who was retiring after 43 years of working at the good ol’ Tip Top Poultry. My initial response and the one that is screaming in my brain as I am thinking about this conversation is “I love people.”
I can’t help it, I have an insatiable urge to connect with others and share a little bit in their story. I want to get to know them for who they are and to see how we can connect.
Over the years I have learned how to dial down the intensity with how I passionately pursue people. (Ahhh the alliteration is abundant.) It has been tough, but dialing down the intensity has served me. I have come to realize that not everyone is as social, and people may want different types of relationships for us then I may be thinking. All of this is ok, it just allows me to use a little emotional intelligence as I get to know others.
I mention all of this because I want to challenge you to get out there and connect with others. I know that may not be your thing, but life is infinitely better together. Connect with others how best works for you. You have amazing insights and experiences to offer others and you are not done growing yourself. Please, do us all a favor and love on people how best works for you because I can promise yo u one thing if you actually do just that, this world will be a better place as you connect with others and show them that community is all around.
Whether you are on the job or behind the wheel, put away those distractions. One of the areas I am most guilty of is having my cellphone out on top of my desk while at work. Yes, my job requires that I have it with me almost at all times, but that doesn’t mean it needs to be in plain view.
Now I can hear some of you thinking and mumbling right now, “Well he doesn’t have my job.” “He doesn’t know all that I do and I need to see my phone at all times.” Let me just stop you right there can call bull on that. Most people reading this blog are not saving lives, so let me assure you that your phone doesn’t need to be in view at all times. Even if you are saving lives, your mind needs time to rest and relax. If it is constantly on and looking at that glorious screen, it will never be able to recharge.
When we are constantly distracted and are minds are always going, it makes it so that we are never giving anything our best. We find ourselves tired and stressed because our minds are constantly wandering. Oftentimes we complain that we never have enough time to complete big projects, and a huge part of that issue is that our concentration is constantly being broken up by buzzes and dings from our greatest addiction. Once we are distracted, it takes time to get our focus back and be fully engaged. When we are constantly being distracted and drawn away, it adds unnecessary time to our projects and puts us behind on all that we do.
Please, do yourself a favor and store your phone in a drawer on silent during those big tasks. Keep it out of view for the bulk of the day while you are working. When are distractions are put at bay, it is amazing how much more we can get done and how we actually feel refreshed because our minds will have a moment to wander and recharge.
What are some of the tips you use to stay focused and keep the distractions at bay?
What are you great at? I know if you asked me that question, I would say building relationships and sharing in peoples stories. I love getting to know people for who they are and seeing how we can best partner up and help each other. Not everyone is wired this way and that is what this article is all about, sorry outdoor enthusiasts or folks who love posts about gun regulations.
We need to fully understand what we are great at, which is part of our personal brand, if we truly want to make the most sales and have the biggest impact. If you find yourself as the proverbial “hunter” in sales, then by all means, go out and do your quick kills and bring that back to the “family” so we can eat. If you are a farmer, then understand you still have great value for the “family.” You are playing the long game as you cultivate relationships. You are the ones that have the opportunity to yield more than what you have “planted.”
Please do us all a favor and be uniquely you. Learn what you can from others and books, but apply that with your own personality, shake it up, and see what comes out. If you want to have more sales, a giant impact, and know what opportunity to choose, first figure out what your great at and then do all you can to do more of that in your job. Don’t try and be someone else. Be you through and through and opportunities will start to come about.