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Attracting People for Business

Posted on May 5, 2007 | Filed Under Communication, Attracting People, Business Related 

Although business and pleasure may not mix in many circumstances it’s still important to remember when approaching people for business how you would go about approaching people for pleasure. What I’m referring to is when you are approaching people for business you need to consider them as potential long term customers or business associates in a similar way you would approach people for pleasure with a view to them becoming a long term friend. Your business associates may even become your friends but nevertheless you always want to have a solid and dependable relationship with them into the future. 

When approaching people for business I have witnessed in my own life so many salespeople approach me or someone else in a way that looks like they really don’t want to talk or deal with the person they are approaching. I’m sure everyone has noticed this before. As a salesperson it is easy to become complacent, lazy and quite cynical towards your customers and especially for those salespeople who cannot remain habitually upbeat when dealing with potential customers or clients. I’m definitely not saying that approaching people for business or being a salesperson is easy but if that is your chosen profession and you want to be successful it’s necessary to take a look at what you like yourself when formulating your own plan for approaching people for business.

If I walk into a shop and the salesperson looks disinterested in serving me I will usually only spend my money there if they have something I particularly want. On the other hand if I get particularly good service from a salesperson I will be more inclined to buy there than look elsewhere if I can find what I want or something close to it. If you are working in retail sales and are regularly approaching people for business look as though you mean business. We all know how good it feels when someone approaches us with a smile and also how it feels when someone approaches us making us feel like we are interrupting them. How you approach people for their business might be the difference between you getting their business or getting nothing at all.

Approaching people for business doesn’t mean walking over with a cocky smile on your face giving them the impression you are a walking, talking know it all but there is nothing wrong with showing a little humility but still letting them know you are an expert on what you are selling or offering. “Know it all” salespeople usually rub most people the wrong way but customers do like to feel they are dealing with an expert or someone that clearly understands their needs. If you are approaching people for business let them know early on that their needs are important to you and you want to help them. A customer will always feel comfortable with a salesperson they believe genuinely cares about giving them good service and a good price. I think if you win their trust the price is not always the most important thing if they have faith in you, your ability to help them and perhaps your after sales service.

I recently made a rather expensive purchase and although I got a good price it was not the best price I got after shopping around and I must say that the price was certainly one of my main concerns. However, at one dealer I visited I could tell the salesperson was genuine from the very first words they said to me and to be honest I felt a little bad after talking to this salesperson after a while since their price was not quite as good as I could get elsewhere. I even asked them if they would match the other price but they said sadly they couldn’t but they earned my trust with their comprehensive knowledge of the product and after sales service guarantee so I decided after not too much deliberation to buy from them on the spot without going back to the other dealer with the better price. I was buying an identical new product from either dealership but I ended up buying from the better salesperson since they gave me the feeling I was getting an overall better deal with them although their price was a bit more expensive. In regards approaching people for business this salesperson did everything right and made me feel comfortable about spending what was for me a lot of money.

When you are approaching people for business it’s important to consider that whatever you are selling, this could be a big purchase financially for some people and your attitude and approach means a lot in relation to them feeling comfortable handing you their money and not one of the many other salespeople selling the same things as you.

A smart salesperson knows that other people are smart to so that’s why when he or she is approaching people for business he or she treats each and every customer with respect. I have a mate who has been a car salesman at the same car dealership since he left school about 15 years ago. It’s very rare for salespeople to stay in the same sales job for that long and especially with car salesman from what I have seen. I asked my mate what the secret was to his longevity in selling cars at the same dealership and he told me straight up “I always treat everyone the same no matter what they look like or what they say” he went on to tell me when he started selling cars he sometimes looked at a potential customer by the way they were dressed or the way they spoke and thought they would never buy a car from him but on too many occasions to count he was surprised when he or someone else at his dealership sold them a car. He laughed when he told me how the customers know all the tricks, he said often wealthy business men would come in on the weekends and look at expensive cars in their oldest clothes so they either would not get bothered by car salesmen on the prowl for fast deals or to get the best price possible. I asked him to explain and he said if you were going to buy an expensive car would you wear your best clothes or a business suit and look like you have money or would you dress down and give the impression you probably aren’t wealthy and perhaps get a better price. A good point to remember when approaching people for business, never judge anyone on their appearance, you might just miss out on a fantastic sale.

As far as approaching people for business is concerned what I am trying to emphasize is approach people the way you would want to be approached. It sounds like such a simple and obvious concept but sadly this is often not the case when dealing with many salespeople. If you have been a salesperson for just a short while or you are a seasoned veteran, it is imperative you never get cynical with the customer or give them any reason to believe you think they are not a genuine or prospective buyer. If a salesperson gives me the impression they think I’m not worth talking to because they think I’m not a buyer it usually makes me walk right back out the door. However, when you meet a helpful and friendly salesperson it not only makes the buying experience more comfortable, you might even get it over and done with much sooner than you expected.

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