When I was a teenager, I worked at a telemarketing company setting up appointments with homeowners for thermal window presentations. We were each given a very small cubical, a phone, a few torn-out pages of the reverse directory phone book, and instructed to call everyone up and down each street until someone said “yes.” One of the very few tools we were provided with was a mirror mounted directly in front of us, so we could see our facial expressions as we spoke with people. Underneath the mirror, there was a small sign that said, “smile and dial,” because people can indeed hear a smile in our voices. Try this with your friends. Speak on the phone with a smile and then without. Have them tell you when you are smiling. Invariably they will guess correctly. Remember, our clients can hear our smiles too!
It’s been said that a smile only has value after you give it away to someone else. That’s not just touchy-feely, tittle-tattle either; there is a plethora of hard, scientific data to back that up with facts.
A 2001 study from Jörn P.W Scharlemann shows that a smile increases trust amongst people by 10%. A 1991 study by Hinsz & Tomhave shows that when you smile, you get reciprocal smiles from 50% of people (pretty good odds!). A 1978 study by Tidd, Kathi L.; Lockard, Joan S., titled the “Monetary significance of the affiliative smile: A case for reciprocal altruism.” showed that service staff earned significantly more than their slack-faced, bovine-like peers. If you’re not sold yet, a 1952 study by Abel & Kruger suggests that smiling people outlived their forlorn friends by an average of 7 years!
The eyes are also powerful communication tools. More than that, our eyes tell people if our smile is genuine or not. A smile that engages only the mouth is forced. A smile that includes the eyes is real. These genuine smiles are called a “Duchenne” smiles, named after a 19th-century neurologist from France who figured all this stuff out. Also, make sure when you smile, that you proudly display your crow’s feet–we all have them! It’ll show the world that you are indeed happy to see them and that you have been smiling for a long, long time!
Let’s begin each day with a big smile, wear it on the way to the bank, and enjoy a longer and happier life.
I receive a lot of emails every day. Many are people are soliciting my business, and I don’t mind this at all. What I do mind is how people craft their message. Without knowing it, many people who write email marking campaigns are irritating the very people they are trying to close.
Here are two tips to NOT piss off your prospects.
1st tip: When expressing why we are reaching out to the recipient, it’s best not to use passive language like:
“I wanted to see if you are interested…”
“I just wanted to check up to see if you had any questions…”
Do not make apologies for reaching out. Don’t preemptively dismiss your proactivity. You have nothing to defend.
Instead of writing an email that says:
“I just wanted to touch base and see if you were interested in…blah, blah, blah…”
Write this instead:
“Your time is valuable, as is mine. If you are interested in learning more about my offer, let me know. If you have no interest, please let me know that too, and I won’t bother you anymore. We are both too busy to spin our wheels. Thank you and much success.”
Stop apologizing for striving for your success. Frankly, it pisses off people who have their act together. I want to know you are busy and I want you to value your time as much as I value mine. Grow a set and talk to me like an adult and not like a scared child. If I don’t respect you, I’m not giving you my business. Don’t apologize for reaching out to me!
2nd tip: Do NOT put “Re:” in the subject line on your first email. If you think your prospect is stupid, then do this. If you treat your prospect like a 12-year-old, they will act accordingly. When I see “Re:…” in the subject line when I know I never emailed this party, I want just to hit ‘delete,’ but I take the extra step of opening the email, unsubscribing and blocking the sender. How dare you put “Re:..” in the subject line when I didn’t email you first.
I want you to succeed, and the best way to do this is not to piss off your prospect.
Thank you for your interest.
The type of people who win at life, never change:
- Those of us who are unafraid of not belonging to a group.
- Those of us who celebrate rugged individualism.
- Those of us who lead and don’t rule.
- Those of us who are keenly aware of sowing and reaping.
- Those of us that set goals.
- Those of us that have contingency plans, yet rarely need them.
- Those of us who would rather be on the giving side of charity than the receiving side and make a point to be.
- Those of us who tithe.
- Those of us who reject the pretense of anyone who hasn’t walked the walk on which we are embarking.
- Those of us willing to share our life-learnings with those who are ready to learn.
There is nothing new under the sun and the rules of winning are constant and evergreen. Don’t reinvent the wheels of success; only refine them and improve upon them. Even as they are, they will serve us well.
For more information about winning at life, please visit me at:
My good friend and coach, Dave LaRue, shared a phenomenon with me that is common to many achievers:
“That worked so I well, I stopped doing it!”
At first blush, the statement seems whimsical or quaint, but it’s exceedingly profound. The lesson is consistency. Don’t let your drive to succeed be modulated like the AC/Heat on a thermostat (on and off and on and off, etc.). If something works, keep doing it and don’t stop doing it. Too many of us close the deal, lose some weight, achieve the goal, get the girl (or guy) and then stop doing the things that made us achieve those things. If we want to keep closing deals, keep the weight off, achieve more goals and keep the girl (or guy), we have to keep doing what got us those things in the first place, or they go away. Jim Rohn reminded us years ago, that if we don’t use something, we lose it. Disuse equals loss; every time. Personal development means growth and in order to grow, we can never go back to what we did in the past if it didn’t serve us. But if it worked, by all means, keep doing it and keep finding new ways to improve upon it!
For more information on Dave LaRue and his philosophy, click here:
For more information on me, click here: http://www.pauledgewater.com
Thanks for reading!
Here’s a great way to get past the ‘gatekeeper’ at any business when paying them a visit in person.
Assume that the very first person you see when you enter the place of business is either the owner, manager or the one in charge. Even if it’s completely obvious to you that this person may ‘just’ be the receptionist, or an employee, never ask this person if you can “see the owner or manager, etc.” We do this for two reasons:
- No matter what they look like, they very well could be the owner, manager, or the one in charge and you’ll be doing a lot of damage to your case for not recognizing that. Even if the person is in overalls and changing a lightbulb, they could be the main contact. If we ask this person something like, “is the owner in?” they will not be happy to have to tell us that they are indeed the owner. Always assume you’re speaking to the key contact and they will appreciate that you made this assumption.
- If you really are just speaking to an employee of the key contact, invariably they will get a ‘kick’ that you thought they were the owner or manager, etc. They will respond with something like “I wish” with a big, broad smile. But in the back of their mind, you have created a bond with this person; you thought they were special and they will like you for it. You have recognized this person’s potential for growth and greater things. If this person is a receptionist or a secretary, they will very likely let their guard down for you when it comes time for follow up visits and the like; they won’t be a gatekeeper anymore; they will be a welcoming committee.
Try this the next time you call on a prospect and you’ll see a marked improvement in how you are received at businesses you visit.
Note: this works on the phone too!! When someone picks up the phone, ask: “You’re the owner, right?” You’ll be pleasantly surprised how well this works!
Sometimes a clever joke in a movie or TV show is all that it takes to permanently alter the perceptions of the multitude. In the old TV show, The Odd Couple, the character of Felix Unger is in court and demonstrates why one should never “assume.” Click here for a link to the scene: https://www.youtube.com/watch?v=svkgOsr7pUc This logic was used once again in the original Bad News Bears movie in 1976. It’s a cute and clever joke, but ever since this joke was first proffered, generations of people have almost always assigned a negative connotation to the word “assume,” as if making an assumption is always a bad thing. Nothing could be further from the truth. Can we all agree that when we assume something to be so, it rarely results in all parties transforming into asses?
One of the greatest salespeople ever, Elmer Wheeler, used to instruct his students, “Don’t ask if, ask which.” In other words, don’t give your prospect a choice between something and nothing. Rather, give them a choice between something and something else. Instead of asking, “Would you like one of these knick knacks?” – ask instead, “Which one of these knick knacks would you like?” or “How many knick knacks would you like?” or “What color/size knick knack would you like?” Often when someone says “no thank you” to your offer, it isn’t because they’re not interested; it’s because you gave them the opportunity to say “no,” which often times is just a conditioned response. When you ask an “if” question, you are giving the prospect a choice between “yes” and “no.” This is what we call a ‘closed-ended question.’ These are to be avoided whenever possible. At worst, they end the sales process immediately with a “no” response and at best, you won’t have much to go on with a “yes” response. As salespeople, we are always trying to engage our prospects in conversations that reveal their needs and wants. If someone just gives you a “yes,” you now have to ask another question to dig deeper. Assuming the sale begins with asking open-ended questions that start with “Which,” “When,” “Where,” “What” and “How.” These will get your prospect reflecting, responding and revealing their real needs and wants to you.
Another part of ‘assuming the sale’ is to have the right attitude about your product or service. If what you are selling isn’t something that you’re completely sold on, you’ll have a hard time selling it. You should start your day with the assumption that since you’re sold, everyone else will be too. If you have reservations about what you’re selling, your prospects will be able to tell. If you are not sure about how you feel about this, do a little research into your product(s) and service(s) and do a little soul searching too; you may have to work somewhere else, or sell a different product or service to succeed. Anthony Robbins discusses this in his best-selling book, Unlimited Power. We have to be congruent to have the influence we desire. As salespeople, we have to be fully aligned in this area.
Assuming the sale is a one of the strongest tools for maintaining a positive attitude and succeeding. Our greatest successes will usually follow entering a situation with highest expectations of a successful outcome.