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where they work or have worked Wholesale Pat Tillman Jersey , or
? where they live or have lived.
Here's the steps:
a) First refer to one of their currently pressing interests (not your product).
b) Then refer to how you two share a common interest in the topic.
c) And then to how it relates to you and your product's main benefit.
This method is called the "You-Us-Me" approach. Here's an example:
1. "I gather you are the expert in... "YOU"
2. and that by discussing this with you... "US"
3. I'll get more ideas about if and how our products can best serve people in your situation.... "ME"
22. To maintain rapport, use specific, emotion-laden language when stating the positive, and report the negative neutrally -- "just the facts." Your instincts are to do the reverse, by the way.
23. Begin your comments with a direct response to the prospect's last comment until they feel heard instead of working up to your response with other background information they might not want to hear. Characterize your benefits in direct response to:
a. A specific, negative "hot button" or problem they've expressed, which you can make better or solve Wholesale T. J. Logan Jersey , or
b. Some strong positive preference the prospect has just expressed.
24. Offer the tradeshow-related map they'll want to keep and share
Beginning in the Summer of 2005, google began offering the technology tools for you to "mash-up" or overlay one of their maps with the key points of interest for people, including your kind of customers. For example, you could overlay a map with the customers' sites that use your services or key locations that matter for that meeting's members. What's hot about this new option is that you can mention this free service in your promotional material, attracting prospective and current customers to your web site, to which you've linked the customized map. Learn more at >
25. Make your customers the stars of the tradeshow who can attract others to your Web site
While we're talking tech, you might ask your customers Wholesale Chad Williams Jersey , as they visit yoru booth if you can interview them regarding what they most like about your product, and offer those highlights as a downloadable podcast from your web site and as part of your story on your blog about how you enjoyed seeing customers at the conference and what they had to say.
And, since people love to see and share photos of themselves and their friends, why not take digital photos of customers, store them for free in Flikr and link to each one as you describe each customer in your blog, then send them each featured person an email with "See your photo at (name of tradeshow)."
26. Closing Tip: Familiarity Breeds Acceptance Continuously nurture your best prospects, seeding in their minds your main and vividly stated differentiating benefit and providing ideas and help at "non-sales" times.
Make every aspect of your behavior Wholesale Markus Golden Jersey , booth, and promotional material repeat, reflect, and reinforce that benefit before, during, right after the conference, and later Wholesale D.J. Humphries Jersey , again to your hottest prospects.
Kare Anderson is the author of LikeABILITY (see Grand Store at ), Make Yourself Memorable and SmartPartnering. A popular speaker on SmartPartnering and on how to be more frequently-quoted to become your kind of customers' top- of-mind choice, she also publishes the SayitBetter newsletter, with 32,000 subscribers in 28 countries.
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