by Jamie Allen Bishop
Any entertainment talent, no matter who your audience, is a relationship built on trust. Without that trust factor, you simply are not trustworthy. The ONLY way to build trust is to show up and persevere in that showing up. You need to keep showing up constantly and consistently. That's how to develop relationships (and referrals).
Develop a relationship with your client, your woman or man, the business you want to work for, or the team you want to join. Relationship is the key!
Thinking back to my first experience with this soft sales thing... this relationship development concept, I remember being a receptionist at an environmental firm. As the "gatekeeper" for the personnel in the back offices, I received sales pitches all day from the best of the best. The line I was told to deliver was to these sales people was this, "We are happy with our current provider," which is exactly what I said to all of them.
Even Eric.
But, Eric came in weekly anyway. He wasn't consistent about a day or time, but every week, once a week, for three months straight... in walked Eric.
Even Eric.
But, Eric came in weekly anyway. He wasn't consistent about a day or time, but every week, once a week, for three months straight... in walked Eric.
After the first visit when he let me know what he was selling, every time he stopped by, he would ask how my day was going and engage me in conversation about the weather, the Braves (I lived in Atlanta at the time), or whatever subject he happened to come across in the Wall Street Journal that day. Eric focused his chit-chatting on whatever subject he thought I might enjoy discussing. He always left his business card so I would remember his name and his company, but he didn't ever talk to me about his business.
That warrants saying again: Eric talked to me about ME, not his business.
Eric took between 5-and-10 minutes of his week to touch base with me. (That's a doable amount of time for EVERY SINGLE PERSON in the world to get what you want.) And, guess what happened? After three months of Eric's visits, I walked my happy ass into the bosses office and told him we needed to hire Eric's company (for office supplies) and fire the company we were "happy" with because if they were even remotely as diligent with maintaining a customer relationship as they were with building one, they would be an incredible company to work with.
We did hire them... this office supply company that Eric represented. And, the engineering company still uses that company for office supplies (25 years later).
Building a relationship with the people who work at the facilities you want to work for... that's the key to working with them. Finding the people who are the perfect clients... get to know them first. Looking for the perfect mate? Develop that conversational rapport that makes them so excited to see you. The funny thing is it doesn't matter if it's the receptionist or the boss, you just need to build that trust factor with someone, and you'll get noticed!
I tell my coaching clients, this is the Drip Method. It might be a form of torture for some, but in cold sales, the Drip Method of showing up over and over is literally the only way to develop that trust factor... and a fan for life.
Keep showing up, and they'll be putty in your hands. And if you can't show up, send someone who represents your company well to do it for you.
Best of luck! And, please, let me know how it goes! I would love to hear your success stories!
Eric took between 5-and-10 minutes of his week to touch base with me. (That's a doable amount of time for EVERY SINGLE PERSON in the world to get what you want.) And, guess what happened? After three months of Eric's visits, I walked my happy ass into the bosses office and told him we needed to hire Eric's company (for office supplies) and fire the company we were "happy" with because if they were even remotely as diligent with maintaining a customer relationship as they were with building one, they would be an incredible company to work with.
We did hire them... this office supply company that Eric represented. And, the engineering company still uses that company for office supplies (25 years later).
Building a relationship with the people who work at the facilities you want to work for... that's the key to working with them. Finding the people who are the perfect clients... get to know them first. Looking for the perfect mate? Develop that conversational rapport that makes them so excited to see you. The funny thing is it doesn't matter if it's the receptionist or the boss, you just need to build that trust factor with someone, and you'll get noticed!
I tell my coaching clients, this is the Drip Method. It might be a form of torture for some, but in cold sales, the Drip Method of showing up over and over is literally the only way to develop that trust factor... and a fan for life.
Keep showing up, and they'll be putty in your hands. And if you can't show up, send someone who represents your company well to do it for you.
Best of luck! And, please, let me know how it goes! I would love to hear your success stories!
Jamie Allen
Bishop, MA
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