How To Turn Away Business

A few days ago Shirley and I stopped in on a health fair in Canada. Lots of tables and booths were set up including our company. Many others were also in the direct sales/network marketing business.

As I began walking around I had a lesson in how to turn away business. What happened over and over again was that as soon as I made eye contact with someone at the table that person would immediately go into a sales pitch. In some cases it lasted ten minutes or longer.

Network marketing representatives were the worse. They never took a breath, told me the entire history of their company, their products, results, and moved from one thing to another without pause.

It also caused me to pause and remember that I sounded like that once upon a time -- blowing people away with non stop verbage.

Had anyone of those reps simply asked, "Have you ever heard of our company?" or "Feel free to ask any questions if you want to know more, OK?" or "Our products are nutritional. Are you looking for nutritional products?" I would have taken some interest in a few of the nonnutritional products.

But no one involved me, no one cared to find out if I was looking for anything specific, no one engaged me in conversation.

How to turn away business? Blast people with information they haven't asked for and don't find out anything about them.




reliv

> But no one involved me, no one cared to find
> out if I was looking for anything specific,
> no one engaged me in conversation.

Mike:

There was a post here by Gordon Alexander some time back about Involvement being one of the tricks of the masters.

I've been seeing this more and more and more in the news. "Email us your comments at..." "Take a viewer poll at..." And so on.

Instead of being spoon fed the news, the news channels are getting you involved.

Same with dial in voting, asking viewers to send SMS text messages and so on.

Gets them involved. Involved people hang around longer. The longer someone hangs around the greater the chance of them buying something.

Coupled with Wheeler point #1 (I believe), don't ask IF ask WHICH.

Online this translates to two choices... maybe a Buy Now choice and a More Info choice, or a Buy Now Choice and an Email Choice, or maybe a Buy Now choice and an I'm Not Rady To Buy Just Yet choice.

Getting the customer involved and funneling them through your presentation, at a speed and directiong THEY choose to go.

Michael Ross