People Buy You     By Jeb Blount RAFAEL IRASTORZA
Agenda Purpose of the Book: To help you enhance your interpersonal skills, which will ultimately help you gain customers o...
“Turning strangers into friends and friends intocustomers” Seth GodinFive-step process1. Be Likable2. Connect3. Solve Prob...
Winning Customers Process1.   Be likable    If you are not likable you have virtually no chance to build a     relationsh...
Winning Customers Process2. Connect   Get to know the person and identify if the two of you share similar    things (e.g....
Winning Customers ProcessConnect con’t   Do not enter into a disagreement (battle)       If you disagree, you may risk w...
Winning Customers Process3. Solve Problems   Listening and Asking questions are the keys to solving problems       When ...
Customer Relationship Management5. Create Positive Emotional Experiences   You can strengthen a relationship with your cu...
A Brand Called You Your name is your most important asset We are CEOs of our own companies: Me, Inc.     We are the onl...
Concluding Remark“People do not buy words, marketing campaigns, advertisements, sales pitches, products, services, or slic...
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People Buy You

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Ways to improve your interpersonal skills. I gave this presentation to members of the Hispanic Chamber of Commerce of Metro Orlando

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  • Talk about the purpose of the presentation.. Help you enhance your interpersonal skills that will ultimately help you gain customers or clients
  • 2nd bullet - and their openness to answer any of your questions, which is crucial for you to identify and solve their problems. Ask Harry about insurance agent coming with cigarreteLikability is the gateway to connections
  • Disagreement -> talk about lead mentioning that Callaway golf clubs are not good. Then you don’ disagree.
  • People Buy You

    1. 1. People Buy You By Jeb Blount RAFAEL IRASTORZA
    2. 2. Agenda Purpose of the Book: To help you enhance your interpersonal skills, which will ultimately help you gain customers or clients Winning Customers Process Client Relationship Management (CRM) A Brand Called YOU
    3. 3. “Turning strangers into friends and friends intocustomers” Seth GodinFive-step process1. Be Likable2. Connect3. Solve Problems4. Build Trust5. Create Positive Emotional Experiences
    4. 4. Winning Customers Process1. Be likable If you are not likable you have virtually no chance to build a relationship Likability impacts how others perceive you and their willingness to engage in conversation Remember “You never get a second chance to make a first impression”A few things to become likable: Smile: “Smile and the whole world smiles with You” Be there: “Wherever you are, be there” -> Keep you Blackberry away! Be Enthusiastic and Confident: Be passionate about what you offer “Likability is the gateway to connections”
    5. 5. Winning Customers Process2. Connect Get to know the person and identify if the two of you share similar things (e.g. Hobbies)  Research the person online before the meeting (Facebook, LinkedIn, Google, etc) Be willing to listen attentively to your potential customer; this makes them feel VERY important Remember the 80/20 rule: Listen 80% of the time and talk 20% of it  We were given two ears and one mouth for a reason. Listen twice as much as you speak!
    6. 6. Winning Customers ProcessConnect con’t Do not enter into a disagreement (battle)  If you disagree, you may risk what you have gained so far “If you would win a man to your cause, first convince him that you are his sincere friend” - Abraham Lincoln
    7. 7. Winning Customers Process3. Solve Problems Listening and Asking questions are the keys to solving problems  When you ask questions you find problems, and when you solve problems you close business Confirm with your potential customer the problem you identified  You are showing interest in identifying their needs and solving their problems4. Build Trust “I want them to know that I’m going to take very good care of them. Anything they need – I’m on top of it” My Tuesday Story When customers trust you, the selling part is easy
    8. 8. Customer Relationship Management5. Create Positive Emotional Experiences You can strengthen a relationship with your current or potential customer by simply:  Making a phone call to congratulate an accomplishment  Sending tickets of a major event, such as Orlando Magic game  Inviting to play a round of golf  Sending a handwritten thank you note - Stationary
    9. 9. A Brand Called You Your name is your most important asset We are CEOs of our own companies: Me, Inc.  We are the only ones who can make this brand successful in the market place Ways to build your personal brand:  Build Your Reputation as an Expert  Teach & Coach  Speak at Events  Manage Your Online Presence  LinkedIn  Write:  Articles, blogs, and opinions - (Make this a habit and you will see the results)  Professional Appearance
    10. 10. Concluding Remark“People do not buy words, marketing campaigns, advertisements, sales pitches, products, services, or slick presentations. People Buy You.”

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