You know how the universe sends you signals…but we don’t always pick them up?
If your customers aren’t paying enough attention to you–not responding to your conversation–they are sending you a signal.
Odds are pretty good this is what they are telling you:
“I don’t care about your product. I don’t care too much about you, either.”
Don’t take offense. Thank them.
This usually happens when you spend too much time talking about, well, your products and you!
Please write this down: Your customer’s favorite topic…they can’t get enough of this topic…is THEM!
Talk to Them About What’s In It For Them
Remember that Reptile in your customer we’ve been talking about for the past two weeks (you’ll find those posts here and here)? Well, the Reptile wants to know what you can do for it. And the Reptile wants to know within seconds.
The Reptile (aka Your Customer) won’t give you minutes or paragraphs to get your proposition across. You’ve got seconds.
Seconds.
Get your offer across fast and simply. Your offer is about what’s in it for them.
Only when the Reptile in them is satisfied you can protect them, solve their problem, insure their safety, eliminate their challenge, keep them out of harm’s way, and reach their desired goal (not to get hurt, be run over, suffer a headache, and live another day).
Then…and only then…will they be ready to understand “how” you do it and “who” you are.
The Reptile’s favorite topic is them. Are you talking to the Reptile in a language they can hear?