The eyes hold the secrets of magical superpowers.
Your eyes, your voice – are windows that showcase your personality.
My prediction: 2010 is the year for “personality marketing”.
But before I discuss your appeal to your customer, let me tell you about my dear friend Mike. It’s my personal experience about the power of social media.
I met Mike in an online forum. (This was during the ancient days of 2006 when Facebook was exclusively for college kids). There were business questions posted in the forum, and Mike and I contributed our opinions on separate ocassions.
I found out, through his profile, that he is a realtor in Florida, while I’m an investor here in WA state. That common interest led to a private message, then to an email, then to a phone call, and the rest is history. We”ve been on the phone almost every week for the past 3 years, discussing business and marketing ideas.
As Mike said to me the other day, “I talk to you more than I talk to my friends next door, … and the conversation is better.”
Likewise, the feeling is very mutual.
Now, Mike and I have nothing against our neighbors, but we both share a lot of personal and professional values – even though he’s an English major and I’m an engineer.
You see, Mike and I have NEVER met face-to-face; but I would put him in the top 10 of my immediate circle of friends and associates.
Thanks to the power of an antique social media tool 4 years ago.
In my previous post, I talked about your customer drowning in the information age.
2010 is the dawn of personality marketing, because your personality will distinguish you above everyone else, giving you “magical superpowers” to save your customer from drowning.
Your personality will help your customer make educated choices, while they look for solutions to their problems.
Social media makes it easier to establish connections beyond geographic boundaries. People get to KNOW YOU.
But you know from Sales 101 that that’s not enough. There are still 2 missing components:
1. The reassurance of your voice (both the sound, and the OPINION you have)
2. The sincerity through your eyes.
People really would like to hear from you – what they want to hear.
Let me say that in another way: your customer has already made up their mind about a solution (not all of them, but a great majority). They’re just seeking validation from you.
If your values are synchronized with their values, they will LIKE YOU. If your eyes have sincerity, they will TRUST YOU.
So here’s the process: KNOW YOU –> LIKE YOU –> TRUST YOU –> BUY FROM YOU
Video is now easier more than ever.
On the internet, the great differentiator is video. Does it have a place in your business marketing plans?
But before your head starts spinning, and come up with all the excuses against video, let me clarify:
- You don’t need a type-A personality
- You don’t need fancy and expensive equipment
- In some cases, you don’t even need a video footage of yourself (an audio recording will do).
Here’s what you need to show: a strong passion for the solution(s) that you’re offering. Let your conviction come across crystal clear.
I’m not talking about being a cheesy salesman, but be someone who projects confidence and integrity.
The 24/7 internet is the perfect medium to express your passion and sincerity.
In essence, the internet allows you to clone yourself – to make that preliminary connection with your prospect.
When that prospect finds you likeable, then you can spend quality time either face-to-face, or over the phone.
My friendship with Mike is strong, because we help each other from drowning.
My prediction: those who utilize video for personality marketing, will grow their business.
{ 4 comments… read them below or add one }
Great stuff!
Thank you!
Dennis,
With 15 years of sales managment experience, I can confidently say, “Right On!” I’ve worked hard perfecting my voice presence. I’d forgotten about the eyes. Good reminder!
Russell
Now that i am in customer service (as an attorney), I agree that facial expression, eye contact and verbal communication convey an immense amount of information. People often form opinions about you and your business from your very demeanor at all hours of the day. You are your best advertisement!
Great article, Dennis.
Most of us don’t sell $.50 widgets requiring no trust or relationship. Rather, we sell information, products & services.
Indeed, we sell “ourselves” to people who know, like & trust us. In person, it’s easy, isn’t it?
We are likable. We’re honest. Most of all, we really do provide solutions based on what people want.
PROBLEM: Most of us NEED more customers. We NEED to clone ourselves to help more people with our solution. We NEED to get on board this “Internet thing” to which our prospects are gravitating.
It’s clear — YELLOW PAGES (IS) dead! Yet, business owners everywhere don’t know what else to do. They keep paying their monthly YELLOW PAGE bill, because they don’t understand websites, TWITTER, Facebook, blogging, videos, etc.
They don’t have time to learn; they don’t know who to trust; they don’t know what it will cost; they don’t know if it’s REAL!
Daily, everyone of us hears about INCREASING Internet traffic and more Internet SALES. In real estate, we realtors KNOW nearly 80% of all homebuying and selling BEGINS on line.
So what are “we” doing about it?
Some of us have embraced exactly what Dennis is offering YOU!
It’s a COMPLETE plan including TWITTER based on your business whether local or international.
Sadly, many business owners with real solutions to real problems their customers have will not survive. They never will adapt. Nobody will find them. Nobody will be able to buy from them even if they offer the BEST product, service or information.
Those who embrace social media and develop/execute a SOLID sales/marketing plan will INCREASE sales today and tomorrow!
Hope this helps you,
Mike
P.S. BTW, please don’t think the Internet is a “push-button” cash/customer machine. You don’t just build it today and cash checks tomorrow. You take a solid social media plan and work it every day. Starting today and working your plan makes it VERY challenging for your competitors to catch (or surpass) you. Ask Dennis about this reality (if you think today’s not the “right” time to begin.
In the “old” days, we create friends and customers through