Business Rules of Engagement May 8, 2010

The majority of people who are marketing and promoting their business rely heavily on “Word of Mouth” referrals.  They believe if they tell everyone they meet all about their company and constantly “PITCH” a sale or deal, someone will eventually buy from them or send them business.

The traditional approach is a constant blast of marketing messages with what you have to offer and hope someone wants it.    Some people don’t even express an interest and yet still get an infomercial from the salesperson.

Unfortunately, some people can view this as a form of SPAMMING.  Unless asked for it, it might not be advisable to ASSUME everyone wants to know about your offer.  The old rules of “throw it out there to see what sticks” no longer apply.

In today’s marketplace, people are more aware of how every dollar is spent and will evaluate everything before making a purchase.  The most important factor to consider is how your product or service will impact your customer.  Buying decisions usually happen when there is a problem to fix, an emotional need to resolve, time or money to save or other convenience factors to consider.  

Here are a few simple rules to follow:

1. Ask specific questions then LISTEN to their response.
2. Think of their NEEDS before engaging in conversation.
3. Always ask PERMISSION to send them information.
4. Never ASSUME everyone wants or needs what you have.
5. Be RESPECTFUL of their time.

A few tips for online networkers:

1. Every person online is a total stranger and you need to establish a relationship before you can determine if you have something they want or need.
2. Don’t abuse their friendship by “SELLING” your products or service to their circle of friends.
3. Connect with them directly either by email or direct message and ask if they would consider sharing it with others.  Giving them a choice instead of forcing your messege on them will take you much further.
4. Make it as easy as possible for someone to SHARE info.  Try posting all details online either on your own personal social network, Facebook wall or website and then simply send the complete link URL.

Remember, people don’t want to be SOLD anything but they love to BUY things!