How To Sell At A Conference Without Being A Cheeseball
I recently was in Dallas, speaking at a massive conference for http://www.ewomennetwork.com/ and it was absolutely incredible. There were SO MANY fabulous women there who are interested in growing their business. (If you’re not a member already - you should definitely join!)
And because I’m the Sales Diva - I love watching how people sell.
Some are good…and wellllllll…some are NOT so good!
You get to see sooooo many different types of salespeople and business owners in action. What they are doing right as well as where they are struggling.
There was something I noticed that many women were slipping up on.
Timing.
What were they doing? Trying to close the deal 2 seconds after they had met you.
EGAD.
So why does this hurt you in the long run?
There is ZERO RELATIONSHIP.
And you come across as pushy and amateurish. I call it “being a cheeseball”
However - you can be a GOOD cheeseball if you know how to let people try you out vs going for the KILL.
What Should You Do Instead? Be Spreadable!
- Let Them Sample You. How can they try your product or service? Either immediately or after the conference?
- Give Them Something So They’ll Sign Up For Free Tips! A free report, a CD, something right there at the conference etc will encourage people to sign up for your database….which is worth MORE than a quick and little sale!
- Get Them Talking About You! If you and your service are a WOW - then people will start spreading the word about you! How spreadable are you?
I’m all about ASKING FOR THE SALE but TIMING is everything LADY.
If you’re speaking to people when they are rushed, surrounded by people and not really listening to what you’re saying - you’re going to get hit with tons of rejection.
And that’s just cheesy!
Kim - I was at the eWomen conference as well. What a blast! I was really impressed by the quality of people there, everyone was interested in sharing information to further their business and mine.
Thank you for the information on being spreadable. I think the eWomen idea of “How may I help you” is a great way to become “spreadable”. If you are willing to listen to your prospect’s needs and comments before you launch into your own sales pitch you come across as more caring and appealing. This is especially true if your target niche is women! Give her the chance to showcase herself first (we so often take a backseat as women) and you will get a much better connection. Thank you for the great information!
Comment by Courtney Smoot — July 21, 2008 @ 7:03 am
Thanks Courtney!
You’re so right lady - women don’t want to be PRESSURED into buying. In fact - it makes us resist buying at all!
Kim
Comment by kimduke — July 21, 2008 @ 7:31 am
I heard you on CBC awhile ago, Kim, and I enjoyed your obvious positivity during the interview.
Now that you’re using food comparisons, I like your newsletters even better! :o)
You have so many optimistic hints, and I agree with you that a good relationship with a potential or existing client is a real benefit. There’s nothing worse than the negatively perceived ‘car salesman’ attitude of sell, sell, sell!
Thank you!
Cindy
http://www.jbkpottery.com
Comment by Cindy H — July 23, 2008 @ 10:20 am
Thanks Courtney - I’ll make sure I use food comparisons more often (which shouldn’t be hard for a chocolate and lemon lover like myself!)
Wow - that CBC interview a few years ago - good memory lady!
Comment by kimduke — July 23, 2008 @ 10:35 am
Hey Kim, Thanks for this post. It always drives me BANANAS when you meet women at conferences and they push, push, push. EGAD is right.
I have met women years ago who have finally, after 2 years starting doing business with us. Firstly because I always focus on the relationship. The sale is great but the relationship is better and deeper and makes the sale better and more lucrative in the long run.
Thanks for your insights!
Jude
www.beyond-bitch.com
Comment by Jude Smiley — July 25, 2008 @ 10:15 am
Hi Kim,
I was at the conference also. But more than that I was at the Managing Director Training before hand. You did an AWESOME job! When one thinks about sitting in a room for 8 hours and having to listen to training, they are already bored. But WOW you blew it out of the water. You were entertaining, “eformative, exceptional, effective and all the other empowering e-words for how great women are.
I so appreciate your focus on our needs and understanding our business. You are a truly incredible trainer and full of fun, fun, fun!
I hope to see you again sometime!
Laura J.
www.successcreated.com
Comment by Laura Johnson — July 28, 2008 @ 4:37 pm
Hi Kim,
I love the “be spreadable” tip. Making it easy for others to sample the “Wow” is very powerful, and your advice about sharing generously with others is right on the money. And you practice what you preach.
We connected briefly while in the buffet line at eWomenNetwork Conference & Business Expo in Dallas, and the comments you shared in a few moments about having the courage to charge the right fees were really compelling and memorable. Thank you for making such a powerful connection with me with insights that will fuel my prosperity for many years to come. I am very grateful. When you come to Seattle to speak, let me know and I’ll lend a hand in building the buzz to fuel your continued success. My gift to you.
All the best.
Nancy Juetten
Comment by Nancy Juetten — August 6, 2008 @ 10:14 am
Thanks Nancy!
I absolutely remember you lady (and I hope you’ve raised those rates!)
I definitely think I should come to Seattle to speak - let’s see what we can stir up! (and for all of you fabulous Seattle readers - let me know if you’d like to learn from The Sales Diva LIVE - then we can
scheme up something cool for you!)
Isn’t fun how a buffet line can lead to such great connections and fun?
You’ll be hearing from me Nancy!
Kim
Comment by kimduke — August 6, 2008 @ 1:26 pm
~Kim
You get around!
I also attended the Dallas eWomen event however I was a vendor and didn’t have the opportunity to hear what you had to share. BIG loss for me. But the BIG WIN is I connected with you through a recent newsletter from Jill Konrath.
I enjoy your simple style and look forward to your future emails.
Enjoy your day,
~Teri
Comment by Teri — August 6, 2008 @ 2:12 pm
WOW
What a wonderful concept I can’t wait to give it a whirl.
Thank you for spreading your knowledge!
~Penny
Comment by Penny Wiser — August 14, 2008 @ 1:50 pm
Hi Kim, GREAT advise! I hate feeling like I’m being sold. Nothing will make me walk away faster than someone trying to pressure me into the sale. I know their tricks, try to overcome objections by barashing them with reasons why they should buy. I don’t think so!!!
I learned a long time ago that people do business with people they know and like….aka relationship selling/buying!
Keep up the good work. I love your style!
Comment by Angie — August 18, 2008 @ 10:27 am
I heard you on a conference call with the Barefoot Executive and have loved receiving your EZINE ever since. There’s nothing worse than someone who is “in your face” as far as selling is concerned. It’s all about building trust and relationships.
Comment by Rebecca — August 20, 2008 @ 10:11 am
Hi Kim!
I am so-o-o thankful to one of my business lady friends who turned me onto your website through one of your movies!
I love all your articles and posts, but this one has me asking for H-E-L-P! I have worked several conferences and met one-on-one with people. My problem is I’m NOT selling anything, I’m giving away access to download this incredible new software that literally finds the best deal on the web for you.
What kind of problem is that, you ask? People don’t believe it is free and I can’t get them interested. Can you give me some advise?
Love you, Bossy Sales Diva!
Pam - St Charles MO
Comment by Pam Williams — August 20, 2008 @ 12:35 pm
Hey Pam,
Thanks for your kind words!
Hmm - I checked out your website - it looks interesting but where are the testimonials?
And remember - it DOESN”T MATTER THAT IT IS FREE. You are wanting people to commit their time (which is worth more to them than money)
Here are possible reasons WHY they haven’t been jumping all over the product:
1) People are hesitant to add something to their computer unless they know its safe
2) It sounds too difficult to install
3) They don’t shop online much - wrong target audience
4) They think there is a catch - how are you making money?
I’m assuming you have live internet access at your booth to show people - are you collecting their
names for a draw for a cool product that they can buy via your software? Then you can
communicate with them after the conference - remember the conference is the place to plant a seed -
you typically harvest later!
Has any media covered your story? Again - that adds credibility.
Why don’t you do a strategic alliance with a large online women’s association - give it to me them as a bonus for anyone they have signing up as a new member?
Give them something cool that they will find in their purse/suitcase/conference bag when they get
home - that is unusual - even a crazy postcard reminder - but remember - the first question that comes to my mind is if you’re speaking to the right crowd.
Good luck!
Kim
Comment by kimduke — August 20, 2008 @ 12:54 pm