Let’s be honest, how many times does someone who knows you fairly well still say, “I didn’t know you did that?”
For whatever its worth, entreQuest has been around for more than nine years and my PARENTS are still trying to figure out what I do every day.
So what does this mean?
Possible several things:
1. People don’t like you. (sorry loser)
2. They don’t want to know what you do. (probably a bigger loser than #1)
3. You have told them and they forgot. (you weren't memorable)
4. You have told them but they weren’t listening. (you weren't engaging)
5. You have told them in a way that wasn’t COMPLETELY clear. (you mumble)
Here is the reality - it doesn't matter whether it’s #1, #4 or all of the above, your job in sales, business development or as the owner of a business is to educate and communicate to your community. The only to know you have done this successfully is if your business is growing via word-of-mouth or reputation based lead generation.
Ask any teacher, education and communication is not an event but a process.
So the question is, how are you educating your community on an on-going basis and not a one-time event?
At entreQuest, we look for a few things:
1. How can you help them first? (try listening)
2. How can you be more interested in them vs. the other way around? (try listening more)
3. Use all forms of media and mediums: in-person, phone, email, social media, blogs, videos, SMS and anything else you can get our hands on. (keep listening but keep it interesting for them to read)
Past this, have patience with people that you have yet to do a GREAT job of educating. Old studies would say it takes seven times to get your message across for people to buy.
All I know is whether its seven times or 70, communication is the response you get back. So if people aren’t responding to you - re-read the above - 70 times!
Be YOUR best,
Joe
