How Can I Get Your Business?
POSTED April 17, 2020 | Articles | Kim Marie's Blog
“How can I get your business?”
That is a loaded question in today’s world being ravaged by Covid-19. It is, however, an essential question now and when things return to normal. What do you do? What does it look like? Why is it even important?
So, let’s start on what you do to get my business. It starts with the commercials you give in your virtual chapter meetings right now. We are all visual individuals. We can hear you, but it is so much more important to actually see what you are talking about when you give your commercial. Remember, each of us has become your salesforce. We will not be you, but we can know enough about you to tell others and pre-sell you in the market outside of our meetings!
When preparing your commercial you should have 12 ready to go at all times, to your target market audience. Are you selling to young or old? Are you selling a service or a product? Do you have goals that go with your commercial, so all know what you are trying to accomplish? When creating your commercial you should have an opening hook to grab each person’s attention. You ask, “Just how is that done?”. Well, you could perform a rap, sing a song, ask a question, whisper or stand on a chair to command attention. What you do not want to do is to try to talk over people who may be side barring with others or looking at their cell phones. Stand to present, always! Grab their attention and when you are sure everyone is listening to you go for it. You now have 20 seconds to give a meaningful commercial that people should remember. For instance, what exactly should they be listening for to be able to tip you?
What does your business need right now? Give it to them so they understand and do it with a visual picture in mind by using words that depict what it is you do. At the end of the commercial you should always ask for the business and be specific about the amount of business you want. Who do you want to be introduced to? How many sales will it take to be working in the green and not be in the red? One tip here to help you, is to never say “thank you” at the end of your commercial or speech! We are taught as children to say please and thank you. When we do this our members dismiss us and are not thinking about you at all, until they see you again at the next week’s meeting. You need business now and 24/7! They must be thinking of you to give you business.
We need to make it easy for people to remember us and our business. One way is to make sure you have a video about your business in your profile in Wired, our members only website. Members need your services too and they need to see you and understand what you do for a living. Another way to get your point across is to find a candy bar that you can create your commercial around. It brings the level of understanding to everyone in the same way. It is fun and will get laughs from others but most importantly if you do a good job, every time they see that candy bar who do you think they will be thing about? YOU!
Do not take yourself too seriously nor be too funny. A good mix of both will allow people to feel you are approachable and yet still take you for a professional who will do a good job. I always encourage people to use a theme which can go for weeks to build upon. For instance, the Property and Casualty category in your chapter could put a toy or picture of every type of insurance they carry on a cookie sheet. They then cover it up with a baby blanket or a small umbrella. When they go to the virtual meeting online, they will show you the tray and say this is a blanket policy or an umbrella policy for you and here is what it covers. The second week they may pull up a big diamond ring toy that you have and tell you most of you are only covered for about $1,500. Did you know that? The following week he/she is talking about car insurance, etc. Each week a different type of coverage that may pique the interest of someone else in the chapter. This is ongoing business for you and now more and more people are touting you to others on the outside of your meeting. They are thinking about you all the time!
It is so important to practice your commercial. Share it with others. Record it on your phone and listen to it. Are you delivering a concise message that people understand? Will they remember you later? This is network not net play and if we all work at it, it becomes a slam dunk!
Kim Marie Branch-Pettid
Over 40 Years of helping build businesses just like yours, everyday of the week.