The Sweetest and Most Important Sound in Any Language…
When you’re working with small and medium businesses, sales is more about relationships than anything else. When all is said and done, if you don’t like the prospect, or they don’t like you, then the conversation is going nowhere.
There’s a lot to be said for getting really good at understanding human nature and psychology when you’re looking to improve your sales. There are thousands of great books about sales and business and “How to Win Friends and Influence People” by Dale Carnegie is often considered as one of the best.
As creators of a CRM, a tool that’s designed to help you build relationships, we feel his best-selling book is as valuable today as when it was first written in 1936.
Carnegie’s principle was simple: “A person’s name is, to that person, the sweetest and most important sound in any language”.
Their name is the most important thing to them. Think about that for a second. If we could magically make your name appear here, that would really make you stop scrolling, wouldn’t it?
A person’s name and what they care about is important and if you’re using a CRM and not entirely aware of that… maybe you ought to consider it.
“You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you,” was another great quote from the Times Best-seller and it paints a picture that you really do need to be giving some serious focus and attention in your sales to the people you’re selling to.
So how can a CRM help you with that?
Remember their name and details
Names are important but so are the simple things like their email, phone number, and social media links. There aren’t many moments in business more embarrassing than asking for information from a client or customer that they supplied to you already. Or not remembering their name when you’ve met them a few times before. No one wants to look that unprofessional.
Have the important details to hand, always.
Remember the small things
Aside from the basics, what about those little things that your clients and prospects mention? You have a great chat about their favourite film or their preferred social media channel. What about a favourite sport or coffee?
All this information becomes golden when you go to ask for the sale or catch-up with them to upsell or retain them.
Remember to remember them
Oh… and don’t forget to remember them. When you say you’re going to do something – do it! Following-up after a networking meeting is a great example of this. When you say you’re going to send some details or check out their article on their LinkedIn – do it!
Add a reminder into your CRM and then of course make sure that checking your CRM is a core part of your business that you work from consistently.
Remember when you spoke and where you met
Something as simple as remembering where you met someone and what you spoke about can make the difference between and yes and no in a sales conversation. The relationship in business is core to influencing the decisions and your CRM can really help with that.
Adding tags or information to your contacts to set in stone on day one where you met and why you chatted can be really useful when they get back in touch in six months’ time. How great will you look when you remember them, where you met and what you spoke about?
Remember to build on the relationship
“You cannot push any one up a ladder unless he be willing to climb a little himself.” It’s true, right? You need to work with your prospect and customers and listen to them to gauge when and where you fit in.
Your CRM will give you the tools, reminders, and place to store all the action. Don’t expect people to buy from you right away. Use your CRM to record, remind, and then nudge them when the time is right.
It’s like dating: Wine them, dine them, listen to them, call them, arrange another date and then only ask for marriage when all is well and good and you’ve got to know each other.
It doesn’t have to take years, but people rarely buy on the first touchpoint so record it and set the wheels in motion to help them and be there for when they’re ready.
How to record friend and influence them
Carnegie was right. We don’t have to tell you that, millions have already. So, get your influencing system in place and make sure you remember the small things and please always remember this: