For a long time I was told, that if you prospect, all your sales problems will be solved. The one who sees the most people, makes the most money.
Well, I think it’s true, but to a degree. My experience says that if you see a lot of people but don’t feel good about what you do or about your ability to attract more business, then you will not do that great.
The same is true for direct marketing. You can send out a bunch of letters, but people can sense the energy from your marketing pieces.
The numbers will produce results, but it’s a heck of a lot easier to find more business, when you feel good. Because when you do, people can sense that and they in turn feel good about doing business with someone who is confident and feels good about their products and services.
I believe that when you have that feeling, you set yourself up to attract more. When you get on a roll, you can’t help it, but get more business. Success attracts more success.
If you’re in personal sales and you have to make sales calls, then before getting on the phone, visualize a successful outcome. Create the feeling of success. How it would feel if the person said yes to your offer. Then, smile. Yes, people can actually feel you smiling when you talk to them.
Communication is 55% body language, 38% tone of voice, and only 7% are the words you say. Everyone is so consumed by what they say, they pay no attention to their body language and how they speak, but yet it’s 93% of their communication.
So the next time you’re getting ready for a call, watch your non-verbal communication.
If you’re in direct or internet marketing, even if you’re not talking to your prospects, the feeling is still carried over into your marketing and advertising. How you feel shows in your message.
So whether you’re in personal sales or in direct response, spend time raising your energy levels and creating the feeling of success about your business and what you do.
I also found it to be critical to find a good time that you can devote to your prospecting/marketing activities. Do it when you have the most amount of energy in your body.
Napoleon Hill in his classic book “Think and Grow Rich” describes Andrew Carnegie’s formula for marketing success, as QQS.
The QUALITY and the QUANTITY of the service rendered, and the SPIRIT in which it is rendered, determines the success and the effectiveness of marketing endeavors.
The Quality and the Quantity are self explanatory, but the Spirit which he describes, is the habit of agreeable and harmonious conduct, which will induce the cooperation of associates and customers. Andrew Carnegie placed such high importance on the spirit in which people performed their duties, that he permitted those who conformed to his standards become very wealthy and those that did not conform, had to make room for others.
Andrew Carnegie was the wealthiest man at that time. And I believe that success leaves clues, so we need to pay attention to those that have done it before.
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