Nick Miller, founder and President of Clarity Advantage, has been blogging for a number of years. The arrival on Mondays of his “Weekly Sales Thoughts” is a wonderful way to start your week. In this blog Nick discusses strategies to draw attention and attract prospects and referrals, through the use of a scenario we can all relate to.
During a training session for branch managers and small business bankers, I shifted the focus from typical networking and prospecting to “attraction marketing” – attracting prospects to you rather than you stalking and chasing them.
Feeling a little frisky, I asked, “Remember when you were dating? What strategies did you use to attract people to you?” Virtually all eyes in the room went straight to the floor. Silence. A few sheepish side glances. More silence. And them a guy spoke up from the back of the room.
“I’ll tell you how I met my wife. I went to a party one night. I wore a white Panama fedora at an angle like this… ” And with his hands he showed us the rakish angle of his hat. “She came up to me and said ‘nice hat,’ and we started talking.”
More silence. Someone else spoke: “I bought a shirt with a funny saying on it and I wore it to a party. I wasn’t there 2 minutes before another guest said, ‘I like your shirt.’ It was impossible to not read the words. I drew more attention than people wearing regular shirts.”
So, maybe you’re thinking these are dumb party stories. You could be right and … their strategies worked. They were fishing where there were fish and they positioned themselves clearly. A little bit outrageous. Something funny, different, and memorable, distinguishable in the sea of faces. A bit of an attitude. Brave, courageous, and bold.
So, in our sales world, what can we do?