Another productive day – I anticipate stuff will slow down as I get through all my little to do lists 
First off the business cards arrived from Printwell today – nice quick service – at first I thought it was bit pricey but in real terms the speed of delivery outweighed the extra money – I got 1000 piggy cards printed both sides delivered to the door in 3 days for around £52. so each card costs 5.2p – So not a big deal when you consider that NOT having cards can cost you business. I always have doubts about folks who turn up at meetings without cards – rightly or wrongly I just feel that they’re playing at it for some reason!
Just before the cards came I did a Distributor presentation with a trusted business friend – Gary and I go back a long way, so I felt comfortable pracising my pitch on him – he asked a lot of tricky questions too [awkward sod!] But that’s helped me to focus on objection handling!
Well despite my ineptitud, the company profile and product range must have worked, somehow? – he’s agreed to take utility services at home and is looking at the Distributor opportunity seriously. I’ll be making a home appointment for early next week to sign him up!
What swung it? I think he was most impressed with the single bill idea – as a family they have always been good at budgeting and straight away he saw the possiblity of another tool to control household finances!
I noticed that when I was chatting with him this was the area he picked up on – so that’s the thing I focussed on. I think the same rule will apply in most situations like this – it will be a question of staying alert, spotting what they are interested in, and talking to that aspect – telling them what they most want to hear really.
If a prospect seems interested in feature A, why bang on about B and C?
This ploy has worked for me in my IT business – although PC’s and Software can do many things, the prospect only wants to know about the stuff HE wants it to do – so waffling on about other stuff is not needed and may indeed prove to be undesirable as it bores the client, and distracts him from the feature that he sees as most beneficial to his personal situation.
That’s just my take on it; Feel free to disagree!