Conversation and writing are two key communication connectors that will either influence a negative or positive response. Striving to influence positively will ultimately lead to increased sales.
Negative Conversation Example
Twice during a twenty-minute conversation, I was stopped mid-sentence to be told I was going back on what was previously stated. That isn’t my personal brand style and so it was highly unlikely this was the case. I stopped to ask “why” my statements were perceived in this way.
A key advantage for building business and acquiring the sale is found in Listening
The other person was too busy talking to hear my replies to what she said. I was merely responding to her points. The worst part was she didn’t want to listen even as I was walking her through the steps to retrace the origin of her miscommunication.
Writing Mirrors Conversation
If you truly want to increase your audience and client base, then your writing should be based on what clients have shared with you without using names. You may have been asked troubling questions that need resolving or confidentially told you about mishaps from which lessons were learned. These incidents are some of the best sources for providing insights online and discussing with future prospective clients.
* Online postings
The most important sales principle applies to writing: “Keep it Simple”.
Keeping it Simple
Dedication to mobile devices makes it more important than ever to stick to short sentences. I was told to eliminate commas and other punctuation marks wherever possible.
Prior to delving into the heart of a meeting share a personal story or example upfront. Conveying the story so that it leads into the reason for your meeting will garner further interest. Or use your story at the beginning of your writing to draw your reader in to learn more.
Topic headings make it easy to speed-read. Readers are then able to focus on the areas most important for them. Additionally the subheadings allow for quick scrolling on the mobile devices.
The same suggestion applies to the topics in your proposals. Clients appreciate the clear and concise language for easy comprehension. In some cases, proposals will need to be shared with other members of the team who weren’t able to make the meeting. Interpretation is then required if you aren’t invited to be at that next meeting. The clearer your communication, the more likely you will get the sale.
3 or 5 Star Lists
Add power to a specific point by following it up with a bulleted or numbered list with 3-5 points preferred by most. Your point will be more likely remembered.
Observed examples provide the “why” an idea is important. This principle is similar to the advertising model of the “before” and ‘after”. Share what you observed that wasn’t done well and the poor outcome experienced by others or by you. Then describe the solution as you see it and the anticipated outcome that may be experienced.
Conclude why you wrote what you did and the favorable outcome for the readers who pay attention.
Invite questions as they provide insight as to what else your clientele needs to know. Questions will prompt new ideas for additional materials to write. The invited questions quickly become a win-win for all which is another sales principle to live by.
Making your contact information is a necessity for business. This is the icing on the cake in regard to making it easy to do business with you.
Your personal brand will become known as the professional who makes working together easy and enjoyable. The recognition will lead you to the Smooth Sale!