December Sales Tip

Monday 13th Dec 2010

Do you have your very own 5 second

 Commercial?

Isn't it amazing how many times you get asked..."what do you do for work?" or "what do you do for a crust/living?" or "what kind of work are you in?" Whether it"s at a party, social function, work function or while traveling or in transit.

I travel quite often, recently up to 6 or so flights per week, and usually the first question as conversation starter is... "Are you traveling for work?" Followed by "What do you do for work?"  Boy! If I had a dollar everytime someone asked me this question...Vegas here I come!

I learnt really quickly that when I told people I am a sales trainer/presenter or I coach people in sales, that the usual response was...ohhh a sales guy hey?

Then one day while I was waiting in a line for a taxi, making some small talk and chitt-chatting with others in the line, I got talking to one particular gentleman and I asked him the question I was normally asked. He then started telling me that he was a sales manager of a sales team of about 8 people and that it’s been really frustrating as the market had slowed down and finding good quality staff had been tough and that his team were behind the 8 ball for the year to date.

Realizing that he was waffling for the last few minutes he then asked me, almost apologetically, "what do you do for work?"

Due to his situation, I found myself answering him differently than normal and responded with, "Well, I help people like yourself and your teams not worry about missing budgets and targets and help them gain the skills it takes to get consistently high conversion rates" and an amazing thing happened...he seemed extremely interested in wanting to know more about how I did what I did and ended up making a time for me to sit down with him and his general manager to put a training plan in place.

It was then that I realised I needed to have a 5 second commercial that made the prospect want to ask me more questions about what I or my business/company does?.

Ask yourself, "What makes a good commercial?" Normally it is when the commercial makes you want to ask a question or you want to know more information about them.

So ask yourself, does your 5 second commercial tell people what you do or what the benefits of you do is and how it helps people?

Do you sell finance packages or "help people secure their financial future?" or "show them how they can own their own home sooner"

Do you sell real estate or "Help families own their perfect home" or do you "Take the stress out worrying if you will get the best price for your home"

If you have a powerful 5 second commercial you’ll find yourself generating leads and enquiries almost anywhere in any situation?

Play with your 5 sec commercial and maybe even have a couple up your sleeve...mine at the moment is..."Petar, What do you do?"

"I help people and Business maximise their income potential and make more money"

The most common response I then receive is... "How do you do that?" BINGO, this gives me permission to then talk about who I am and how I can help them without being 'salesy'.

See you next month and remember to practice your commercial before you start using it!