THIS WEEK: Louisiana National Guard; The Message, Ask; Toolbox; Presence; The Key to Good First Impressions
Shout Out to the over 3,800 Louisiana National Guard members who have rescued over 19,000 citizens and 2, 600 pets
PERPETUALLY PROSPECTING: (At our core we must be Prospectors)
Fanatical Prospecting, Jeb Blount Chapter 11 Message Matters
The good news is, with some introspection, diligent effort, and practice, you can craft impactful messages that move prospects to take action and deftly turn around reflex responses, brush-offs, and objections.
No one wants to be pitched.
Your prospecting message is designed for one purpose: to quickly persuade your prospect to give you their time.
What you say (the words you use) and how you say it (nonverbal cues) are critical to your success.
One of the truths about human behavior is people tend to respond in kind. If you are relaxed and confident, you’ll transfer that emotion to your prospect.
You lower the risk for your prospect by answering WIIFM
For example: “I’m helping several restaurants in town with significant savings on supplies. I thought we could meet so I can spend time learning about you and your restaurant to see if what we offer might be a fit.”
In prospecting, all you really need to do is give your prospect a good enough reason to meet with you and they’ll say yes.
Instead, you need a compelling message that works most of the time with most of your prospects. It has to be quick, direct, and persuasive, but it cannot sound like a cheesy script. It’s got to be natural and authentic.
People make decisions based on emotion first and then justify with logic.
Prospects want to feel that you get them and their problems (emotional and logical), or are at least trying to get them, before they’ll agree to give up their time to meet with you.
The most effective way to craft the right message is to simply stand in your prospect’s shoes.
Start by answering these questions from your prospect’s perspective:
What would cause you stress? When do you feel stress?
What makes you worry? When do you worry? Why do you worry?
What creates anxiety? When do you feel anxiety?
How do you feel when you run out of time for important things?
How do you feel when you don’t have enough money to accomplish your goals? When does this happen?
How do you feel when you don’t have enough resources to accomplish your goals? When does this happen?
How do you feel when you don’t have the knowledge to accomplish your goals? When does this happen?
How do you feel when you fail to accomplish your goals?
When do you get overwhelmed, and how does it feel?
What impacts your peace of mind or sense of security?
How would it feel to have limited options?
What is causing you to feel frustrated or stuck?
What makes you mad?
What causes you to feel distrust?
What causes you fear?
What causes you anguish?
How do you feel when ______ happens?
What might you want to know?
What unknown would make you worry?
What information would you fear getting into your competitor’s hands?
What might a competitor be doing that would make you want to do it, too?
What information would you believe might give you a winning edge?
What would cause you to be curious?
What might be stealing your time, money, or resources?
The most important element of any prospecting touch is the ask—what you are asking the prospect to do or give up.
Fear is why so many people seek the easy way out and look for shortcuts and silver bullets rather than just biting the bullet and asking for what they want.
Here is the brutal truth: There is only one technique that really works for getting what you want on a prospecting touch. Ask.
The fact is, if you are having a hard time getting appointments, getting to decision makers, getting information, or closing the deal, 9 out of 10 times it is because you are not asking. Why? Because 9 out of 10 times you are afraid to hear “no.”
79T TUNE UP (MOS Sustainment)
USAREC Manual 3_10 Annex B
B-1. The toolbox is a collection of proven tactics, techniques, and procedures that can help you establish and refine critical areas such as telephone introductions, establishing rapport, how to use fact-finding and open-ended questions, overcoming obstacles, and trial closes. The examples may be similar to what you use now, but this appendix will also explain the psychology behind why we use them. Memorizing scripts is good, but it’s equally important to understand how they affect your audience.
B-2. You don’t need a degree in psychology to understand human nature. All you need to understand is what makes people feel good. Generally speaking, people react favorably when you show them respect by addressing them by name, complimenting them on their achievements, or showing them special favor or treatment. Basically, if you treat people the way you want to be treated you will always be received favorably. Remember, a first impression is a lasting impression, whether it be face-to-face or on the telephone. The examples used in this appendix are time tested and should be customized to fit your personality and market.
LEADERSHIP LESSON: (Professional Development)
BASICS OF ARMY LEADER PRESENCE
4-1. The impression a leader makes on others contributes to his success in leading them. This impression is the sum of a leader’s outward appearance, demeanor, actions, and words.
4-2. Leaders illustrate through their presence that they care. There is no greater inspiration than leaders who routinely share in team hardships and dangers. Being where subordinates perform duties allows the leader to have first hand knowledge of the real conditions Soldiers and Army Civilians face. Presence is a critical attribute leaders need to understand. It is not just a matter of showing up; actions, words, and the manner in which leaders carry themselves convey presence. A leader’s effectiveness is dramatically enhanced by understanding and developing the following areas—
- Military and professional bearing: projecting a commanding presence, a professional image of authority.
- Fitness: having sound health, strength, and endurance, which sustain emotional health and conceptual abilities under prolonged stress.
- Confidence: projecting self-confidence and certainty in the unit’s ability to succeed in whatever it does; able to demonstrate composure and outward calm through steady control over emotion.
- Resilience: the psychological and physical capacity to bounce back from life’s stressors repeatedly to thrive in an era of high operational tempo.
4-3. The Army recognizes a holistic emphasis on fitness prevents unnecessary harm whether from dangerous missions, routine operations, or a family outing. Holistic fitness recognizes that individual well being depends on multiple areas including physical fitness, medical health, resilience, preparation for adverse environments, nutrition, psychological, spiritual (self identity, beliefs, and life purpose beyond self), behavioral (healthy practices related to substance abuse, eating, rest, and hygiene), and social (positive connection with others). Leaders follow policies and adopt practices to maintain total fitness. Leaders pay special attention to fitness when preparing for demanding deployments and for the restoration, sustainment, and enhancement of total health during redeployments.
EXPERT BADGE TRAINING (those committed to their craft)
CALL TO ACTION
- Are your prospecting touches focussed on WIIFM? Do they consider the emotions of the prospect? Review the list of question form Fanatical Prospecting, Chapter 11 and craft 3, 10 second, initial conversations that would lead to your asking for an appointment.
- Print the USAREC Manual 3_10 Appendix B “Tool Box” and review it. Compare it to your best practices. Find one thing you can implement in your recruiting processes.