Archive for political marketing

Selling with a smile

Successful salespeople looking to immediately develop customer rapport know smiling-thumbs-upthe importance of a smile.

A smile is a universal indicator of openness, friendliness, relaxation, and likeability. It’s a powerful asset for salespeople looking to build long-term client relationships.

Consider a job interview I once screwed up.

It was about 20 years ago in Boston, and I was perfect for the position. We went through the interview process and I met six or seven people with whom I’d be working. Everything was lining up in my favor.

After the meeting I wandered over to Quincy Market for lunch. Lost in thought, I didn’t pay much attention to the fellow in the suit giving me the once-over.

Not recognizing him as an executive who’d wandered through the meeting I just completed, I gave him a sour look.

It all went south from there, and I never heard from them again.

In hindsight, looking pleasant, or at least neutral, would have undoubtedly been more profitable. Live and learn, right?

Smiling’s value can’t be underestimated. It can easily make the difference between whether or not you walk out with a signed contract in your pocket.

Ask yourself if you smile:

  1. While talking about your company
  2. On phone calls when the other person can’t see you
  3. During public speaking engagements
  4. During video-conference calls
  5. In your professional headshot

People will quickly spot fake smiles, so sincerity’s important for a smile to be an effective tool.

Okay, it’s true that many sales professionals have a naturally upbeat personality, smiling frequently throughout the day and during interactions with customers and prospects.

Interestingly, this simple act also happens to be one of the most effective ways to cut through adverse situations, conflicts, and disappointment. If you’ve just been told no or a deal has fallen through, a smile is your first defense against negativity.

Indeed, many studies show that smiling attracts people because it projects positivity.

Henry Wadsworth Longfellow astutely observed; “Into each life some rain must fall,” but a smile is the best defense. Even if you’re talking with people who don’t have time or money or don’t want to listen to you, smile anyway. It keeps you in control of your life, your emotions, and your selling process.

A Vision For Tomorrow

trump-clinton-1-620x412In September, 2001, my family and I were buying a house north of Boston. Then 9/11 hit, scrambling everyone’s plans.

Our initial reaction was to stop the transaction and hide until things settled down. But with a $15,000 deposit at risk, we saw little choice but to proceed with the purchase.

Having consummated the deal, everything eventually sorted itself out. We picked up our lives and made a future we were happy with, including moving to RB a year later.

Flip forward to Mr. Trump’s stunning upset in the presidential election. Millions of voters unhappily watched the nation choose its new leader.

In quick succession I heard people I respect talk seriously about fleeing the country or halting major new initiatives.

Panic of the unknown and riots in the streets ensued. This was combined with wild gyrations in financial markets and comparisons to an American Brexit from sanity.

If you’re one of these people, remember how much you have invested in your lives, communities, and businesses. You can’t just go blindly running off into the night, screaming.

Because whether or not you’re pleased with the presidential election results, we all must deal with this new reality.

Furthermore, because of America’s reach and impact on virtually everything worldwide, there’s really no place to hide as the next four years unfold.

Want the silver lining? It’s nine weeks until the new administration is seated. This provides you adequate time to revisit your marketing plan to reflect the prospect of a Trump administration.

Reconsider your media choices, sales offerings, and audiences. If you truly believe your business will soon go downhill, plan to invest more in your marketing to counter that potential scenario.

And what if you got the election results you wanted? You’d best quickly move beyond gloating and singing “Dong Dong, The Witch Is Dead,” lest you offend customers who don’t see the world the same way you do.

Bottom line: The election’s done. It’s time to focus once again on growing our businesses. The distraction caused by candidates sucking all the oxygen from the room with every utterance is rapidly being replaced with the minutiae associated with actually governing.

As for me, I’m just grateful that Indecision 2016 is behind us, and look forward to a better tomorrow.