I spotted the following in a popular e-zine I like to read.
Word count for this issue: 888
Approximate time to read: Just over 3 minutes
Why bother spelling out the length of an article you ask? There is a very good reason for doing this. It is a small courtesy that supports one of my sales lessons which implies that it is smart to let people know what they are in for.
In this case 888 words tells me how much effort I need to invest if I decide to read this information.
I can then determine if I am in the mood to read 888 words. I also can calculate what my investment in time would be should I elect to browse further. In this case, a little more than 3 minutes if the author is telling me the truth.
This small courtesy now puts me in control. The ball is now in my court. Do I elect to read on or look for an alternative option to spend the next three minutes. (Time is valuable.)
It makes little sense. You’re not good enough to “fool people” into following your agenda …nor should you want to be.
I am reminded of another courtesy I like to put into play. If I have an appointment at say 11:30 am, I make it a point to call my client when I am actually on my way. I don’t think you can count five other sales professionals who do this. (I don’t think you can think of one.)
This easy and thoughtful courtesy paints a clear picture of the exact timing of my arrival. They can plan accordingly, and it takes the unknown out of the equation.
You might categorize this as overkill and is not necessary. Maybe it is. But I will do, and will continue to do, whatever it takes to differentiate me from my competition. This is an easy way to do it and virtually has no down-sides.
Set the stage for what people have in store, and not only will your stress level be minimized, but your welcome rate will increase along with your success ratio.
Mike Marchev has plenty of stories, strategies and tactics to keep you on top of your game.
Mike will be conducting his 5th annual Travel Sales & Marketing Business Development Cruise, sailing the Freedom of The Seas from Ft. Lauderdale. Email him at firstname.lastname@example.org for complete details. Five cabins are still available.
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