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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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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.”