hi I’m Evan Carmichael and welcome to another edition of ask Evan in this
another edition of ask Evan in this
another edition of ask Evan in this video I’m going to answer a question
video I’m going to answer a question
video I’m going to answer a question from one of my readers Stephanie who
from one of my readers Stephanie who
from one of my readers Stephanie who asks hi Evan I need your help on how to
asks hi Evan I need your help on how to
asks hi Evan I need your help on how to actually speak to a customer or client
actually speak to a customer or client
actually speak to a customer or client when I’m first meeting him or her the
when I’m first meeting him or her the
when I’m first meeting him or her the thing is I’m a sales rep and I get
thing is I’m a sales rep and I get
thing is I’m a sales rep and I get confused as to what I’m supposed to say
confused as to what I’m supposed to say
confused as to what I’m supposed to say or how to introduce a service I need
or how to introduce a service I need
or how to introduce a service I need your help
your help
your help kind regards seventy so separately
kind regards seventy so separately
kind regards seventy so separately there’s a lot of toys to sell it depends
there’s a lot of toys to sell it depends
there’s a lot of toys to sell it depends on your personality but what I’m going
on your personality but what I’m going
on your personality but what I’m going to do is share with you how I saw one of
to do is share with you how I saw one of
to do is share with you how I saw one of my services and hopefully this and
my services and hopefully this and
my services and hopefully this and lessons you can learn from that so the
lessons you can learn from that so the
lessons you can learn from that so the service ID style is called a mastermind
service ID style is called a mastermind
service ID style is called a mastermind group and this is a membership program
group and this is a membership program
group and this is a membership program that I use for Toronto entrepreneurs and
that I use for Toronto entrepreneurs and
that I use for Toronto entrepreneurs and we meet once a month to talk about our
we meet once a month to talk about our
we meet once a month to talk about our businesses and we try to help each other
businesses and we try to help each other
businesses and we try to help each other out to grow our businesses so it’s a
out to grow our businesses so it’s a
out to grow our businesses so it’s a little informal advisory group for your
little informal advisory group for your
little informal advisory group for your business now people are first find out
business now people are first find out
business now people are first find out about it it’s usually via my website so
about it it’s usually via my website so
about it it’s usually via my website so by the time they’re contacting me they
by the time they’re contacting me they
by the time they’re contacting me they already have some kind of interest in
already have some kind of interest in
already have some kind of interest in the product if you don’t have that yet
the product if you don’t have that yet
the product if you don’t have that yet if you have to create an awareness yet
if you have to create an awareness yet
if you have to create an awareness yet then your first step is to come up with
then your first step is to come up with
then your first step is to come up with a benefit statement that can really
a benefit statement that can really
a benefit statement that can really capture somebody’s attention very
capture somebody’s attention very
capture somebody’s attention very quickly and get them interested in
quickly and get them interested in
quickly and get them interested in learning more about your product or
learning more about your product or
learning more about your product or service what happens that if somebody
service what happens that if somebody
service what happens that if somebody finds out about it they’ll email me and
finds out about it they’ll email me and
finds out about it they’ll email me and I’ll always set up a face-to-face
I’ll always set up a face-to-face
I’ll always set up a face-to-face meeting and we usually meet over coffee
meeting and we usually meet over coffee
meeting and we usually meet over coffee and I want to meet them face-to-face
and I want to meet them face-to-face
and I want to meet them face-to-face because it gets some buy-in for them
because it gets some buy-in for them
because it gets some buy-in for them it’s easy to do an email easy to do a
it’s easy to do an email easy to do a
it’s easy to do an email easy to do a phone call but with for meeting they’re
phone call but with for meeting they’re
phone call but with for meeting they’re taking time out of the day and they have
taking time out of the day and they have
taking time out of the day and they have a vested interest in learning a little
a vested interest in learning a little
a vested interest in learning a little bit more and spending some more time on
bit more and spending some more time on
bit more and spending some more time on it so I want to make sure I got that
it so I want to make sure I got that
it so I want to make sure I got that commitment before I started to spend a
commitment before I started to spend a
commitment before I started to spend a lot of mine comment as well when I first
lot of mine comment as well when I first
lot of mine comment as well when I first meet them for coffee I’ll ask them a
meet them for coffee I’ll ask them a
meet them for coffee I’ll ask them a little bit about their business their
little bit about their business their
little bit about their business their history what their problems are and
history what their problems are and
history what their problems are and based on that I’ll be able to tailor the
based on that I’ll be able to tailor the
based on that I’ll be able to tailor the discussion to be able to help them solve
discussion to be able to help them solve
discussion to be able to help them solve their problems right if they have a
their problems right if they have a
their problems right if they have a strong pain point and you’re able to
strong pain point and you’re able to
strong pain point and you’re able to help solve that you’re much more likely
help solve that you’re much more likely
help solve that you’re much more likely to get the sale so what I’ll do is I’ll
to get the sale so what I’ll do is I’ll
to get the sale so what I’ll do is I’ll always ask about the challenges they’re
always ask about the challenges they’re
always ask about the challenges they’re facing and for every person I meet it
facing and for every person I meet it
facing and for every person I meet it could be a different child
could be a different child
could be a different child so it could be having problems with a
so it could be having problems with a
so it could be having problems with a business partner or trying to raise
business partner or trying to raise
business partner or trying to raise capital or trying to grow their business
capital or trying to grow their business
capital or trying to grow their business and get more sales and marketing
and get more sales and marketing
and get more sales and marketing whatever it is is a different challenge
whatever it is is a different challenge
whatever it is is a different challenge for every person and so I don’t make
for every person and so I don’t make
for every person and so I don’t make sure I know what their main points are
sure I know what their main points are
sure I know what their main points are before us are talking about what I have
before us are talking about what I have
before us are talking about what I have to offer so we’ll spend some time
to offer so we’ll spend some time
to offer so we’ll spend some time talking about their business that pain
talking about their business that pain
talking about their business that pain points they’re having and then once
points they’re having and then once
points they’re having and then once you’ve had any discussion around that
you’ve had any discussion around that
you’ve had any discussion around that I’ll say well let me tell you a little
I’ll say well let me tell you a little
I’ll say well let me tell you a little bit more about our service and you can
bit more about our service and you can
bit more about our service and you can see if it’s a fit for you or not and
see if it’s a fit for you or not and
see if it’s a fit for you or not and answer any questions hopeful that you
answer any questions hopeful that you
answer any questions hopeful that you have and usually then you’ll say yes
have and usually then you’ll say yes
have and usually then you’ll say yes it’s great let’s learn more and again
it’s great let’s learn more and again
it’s great let’s learn more and again I’m getting their body so you want to
I’m getting their body so you want to
I’m getting their body so you want to make sure that it’s not just a sales
make sure that it’s not just a sales
make sure that it’s not just a sales presentation that at the end they say
presentation that at the end they say
presentation that at the end they say yes or no to but they have an active
yes or no to but they have an active
yes or no to but they have an active role in the entire discussion so it
role in the entire discussion so it
role in the entire discussion so it starts off with them talking about it
starts off with them talking about it
starts off with them talking about it and people love talking about themselves
and people love talking about themselves
and people love talking about themselves and so that gets them a little bit more
and so that gets them a little bit more
and so that gets them a little bit more invested too into your potential product
invested too into your potential product
invested too into your potential product or service and hopefully close in a sale
or service and hopefully close in a sale
or service and hopefully close in a sale and then by learning more about them
and then by learning more about them
and then by learning more about them you’re able to tailor your presentation
you’re able to tailor your presentation
you’re able to tailor your presentation to be able to fit the particular or
to be able to fit the particular or
to be able to fit the particular or sales problems that they’re happening at
sales problems that they’re happening at
sales problems that they’re happening at their company so I hope that helps
their company so I hope that helps
their company so I hope that helps that’s a little bit of how I will first
that’s a little bit of how I will first
that’s a little bit of how I will first get introduced to a client and start the
get introduced to a client and start the
get introduced to a client and start the sales process if you have extra
sales process if you have extra
sales process if you have extra questions you know let me know in the
questions you know let me know in the
questions you know let me know in the comments below I’d also love if you can
comments below I’d also love if you can
comments below I’d also love if you can give it a thumbs up and stay tuned for
give it a thumbs up and stay tuned for
give it a thumbs up and stay tuned for the next episode
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