Matching and mirroring is my favorite sales technique. When you do it right this can set you up for success. In this blog post I’m going to give you some examples of how I used this. These are real life stories so ill omit the names of the people. Let’s get into it…
What is matching and mirroring? It is a way to get people to let their guard down. When used right they don’t know what happened and they feel comfortable with you. You watch how they move and do what they do. You pace their tone of voice and pay attention to the words they use.
The very first time I used this technique it was and epic fail. I was trying to sell a lady on starting her own credit repair company. We were going to train her and get her set up. So, as I’m sitting in her living room I started matching and mirroring her. She said and I quote “I cannot work with you.” I asked why? She said because I am starting to like you to much. I laughed on the inside because it worked but it worked to well.
The second story is when I was selling products for a network marketing company. What I would do is sit in the room before we got started. I would sit there and get a feel for the room. I would watch how they sit. How they move. The pace at which they talked and start mirroring them. Once I mirrored them and got their guard down, I would get them to laugh and get the sell.
The point is this, matching and mirroring is an easy technique. You don’t want to make it super obvious. That’s creepy… But you can use this technique to sell more clients. Use it cautiously because they might start liking you too much. lol
IF YOU HADN'T ALREADY CLICK BELOW
The title of this blog is a little crazy. But to an extent its true. This is about sells. So, for those who are in sells and are stuck or those learning sells this is for you. These are some strategies I use, and you can use with great success. Let’s get into it…
People don’t know what they want is exactly what it is. As sells men and women, it is our job to sell a customer what’s best for them. But most of the time they don’t even know what’s best for them. They don’t even know what you have to offer. So how can they know what they want? It is not your job to educate them on all the products but educate them on the best product for them. Let me give you some examples.
Example #1: The web design business. I had built websites for myself but never for a business. So, when I got my first client, I had no clue what to even ask them to get started. So, I asked them a broad question, what did they want on their website. Most didn’t even know. So now we are stuck in a dilemma. They don’t know what they want, and I don’t know what they want. How did I fix this problem? I asked them one other question, what color scheme would like your website to be. From there I went and looked at other websites. I picked what I liked and modeled their website from the other websites. I showed them the product and they made their changes and boom done.
Example #2 The t-shirt business. I remember when I went to a t-shirt business and gave them the idea I had for a t-shirt. They asked me what fonts do you want? What colors do you want? What size do you want it to be? What kind of image do you want on it? Truthfully, I had no idea. I didn’t know what I wanted. So, when I started my t-shirt business, I understood most people don’t know what they want. They may come to me with a word or phrase and that’s it. I then take that word or phrase and come up with a few concepts. I let them pick which one they like and to make any edits they want. I’m no graphic designer but I am creative. I have a great imagination and can put something together. So, when the client doesn’t know what they want I must tap into that creativity and make it work. No or Can’t is not an option for me.
So bottom line, use your creativity and help your clients. They may not know exactly what they want. Make it easy for them to spend money with you. Don’t complicate things simplify things. Simplify your process to make it fast and efficient. One other thing I learned from being a Realtor… Only show the client a max of 5 examples. Anything over that is too much and will confuse them.
A lot of entrepreneurs start a business expecting it to do well. We all do. But unfortunately, it doesn’t always work out like that. In my guide How to Escape the Cycle of Poverty I break down the mistakes we made when starting our first business. Let’s break down one here and how we could fix it.
When we started our first business, we didn’t understand the power of social media at that time. We created our website and Facebook business page but that’s as far as it went. We didn’t understand the concept of planting seeds. What are these seeds? Well you have to focus on things that are going to bring traffic or business to you. We were planting a few seeds here and there. But we never cultivated those seeds.
Since then I have adapted a new strategy via social media. The way I use social media now is as a way to build my expertise. Instead of putting out constant offers and telling people what I do, I put out content. I talk about the subject. When done right it will build curiosity and position you as the subject matter expert. Consistency is key. People will begin to come to you for all the information. It will then become your job to monetize it.
Finally, anytime I want to start a new venture I use this strategy. I will consistently talk about a specific subject over and over until I get in the minds of my prospects. I will keep planting seeds until something grows. Something always grows.
1. Web hosting:
When it comes to web hosting, there are tons of websites you can go to. I like www.weebly.com. When I was super broke, I used this to build websites for companies. It was the easiest to use. Everything is drag and drop. To this day I still use Weebly. You can learn it real fast and get started immediately.
Most web hosting’s offer a free domain with the website. But, I still use www.godaddy.com. I don’t like to have my domain on the same platform as the web host. It takes time to change everything around if I switch host. I use GoDaddy then follow the instructions on the website to link the domain. It can be a bit confusing at first but once you get it, it’ll be easy.
If you want a email linked to your domain for the cheapest available price www.zoho.com is the way to go. At the time of writing this its free to setup a domain and create an email. If you bought your domain with GoDaddy, all you have to do is mess with the domain settings to link the email and domain. Don’t worry if it seems confusing, they have a step by step guide with pictures on how to do it.
www.pixabay.com is a website that you can us to get free pictures. This will be beneficial when building your website and for content creation. You don’t have to show the credit, but it is recommended that you give credit to the photographer.
with google it can be a bit tricky. Go to google images, tools, usage rights. Then filter the pictures by usage rights. Be careful with this. I had some people contact me about using their image. They wanted me to put a back link to their website. I refused so the reported me and got the images taken down from my website. So be careful.
www.canva.com is a website where you can go to create all your content. They already have templates and the dimensions needed for your content. The website is pretty much drag and drop. It is also free to use. They do have an upgraded version which isn’t needed in the beginning but can come in handy later.
is an app for your phone to create content. It links to Pixabay when pulling images. They have different templates that are easy to use. You can put your own pic or one of their pics. Pick the dimensions then add some words. Boom you're done.
Many people right now, reading this, are sick of their jobs. Sick of living paycheck to paycheck. Sick of being broke. They're trapped in the rat race and can’t figure out how to get out. One of the key pieces they are missing is Selling. The answer to that problem is selling. We do it every day but don’t know what we are doing. How would you like to harness that power and use it at will? Let’s talk about it…
There is saying that 95% of people hate to sell and only 5% of people love to sell. To me those are amazing numbers especially if you are in that 5%. I mean think about it, if 5% of people love to sell then 95% of people love to buy. The numbers seem to be in your favor. So, what is selling exactly? Contrary to what you may have learned or believe, selling is getting your way. It’s getting people to respond to you in a certain manner.
How to use selling to your advantage? Understand selling is persuasion. When you are at a job interview or getting your child to do something that is selling. Everyone is selling every day; the question is are you buying or are you the 5%. Once you understand this truth you need to perfect your skill. I spent thousands of dollars learning how to perfect the skill of selling. The goal here is to give you a shortcut to the answers so you can start making some money.
Practice your sells pitch. Practice turning everything you see into a presentation of 1 min or less. Once you get it down to a min practice getting it down to 45 sec then 30 sec. Drill it over and over. You see a bird fly bye try to sell a bird. This is a drill that I like to do to get better at selling.
In conclusion, you are either selling or buying. Everything that comes out of someone’s mouth is selling you an idea or product. When you talk to someone you are either selling them or not, they are either convinced or not convinced. Once you realize this you will see the world in a different light.
The world is shifting. Jobs that were secure in the past are not as secure today. For those who don’t adapt they will be crushed by this new way of doing things. It’s no secret that the rich are getting richer and the poor are getting poorer. Its not that the poor don’t work hard, it’s that every time they catch up the game changes. Don’t let the game change on you. Let’s fix this problem early?
Why depend on a job when you can depend on yourself? No job is secure because at any given time the business can shut down. Look at all the jobs closing this year alone. To balance the game, we need to 1st start playing the game. Everyone should have some type of business. Starting a business isn’t as hard as people think. But our lack of knowledge creates fear. To overcome that fear you must take the leap or chance. You and your family depend on it.
First thing to do is come up with your idea. Find something you are passionate about and start there. But, if you just want to reap some of the benefits of a business you can create a business on paper. You can do the paperwork yourself or you can go to someone like incorporate.com or legalzoom.com and sign up for a LLC. They will walk you through everything. Get an EIN at IRS.Gov. After those 2 steps you are pretty much a business. But if your are trying to make money then you need to learn some more skills. These other skills you need to learn are sales and marketing. They are the only 2 skills you will ever need in life.
There Is so much information on the topic and its hard to decipher through it all. Luckily if you are reading this I did a majority of the homework or at least enough to get you started. But don’t let that stop you from seeking more information. You will need to become a student of the game. Start learning everything you can on business if you plan to grow it. If not and you need it for tax purposes create a business on paper.
ii.Incorporate.com for LLC
iii.Legalzoom.com for LLC
These are just a few ideas that I personally use to make money. They are inexpensive and anyone can do them. No special training needed. The credit repair has a price to it but realistically you can manually type your letters or hand write them and get the same results. Check it out and give one a try.
Have you ever looked at an item and thought that’s a knock off? Have you ever bought something and it wasn’t what you expected it to be? In the Entrepreneur world, everyone is trying to sell everyone something. Most of the time its false information and can be misleading and confusing. I know because this happened to me. The second part to that is as startup Entrepreneurs we don’t have a lot of money to get started so we buy the cheapest products to get the highest return on our dollar. This can hurt us in the long run and I have a system that I use to determine what I will be buying.
Let’s look at the Entrepreneur selling products to the people. If you are selling a tangible product meaning physical product you should own that product. Now you won’t own every product you sell but you should at least be willing to buy the product. If you wouldn’t buy or use the product, then you should not be selling it. When you create an information product it should have a tried and tested system that you know works. Not you think it works. You should have no doubt in your mind that this will work. Before I buy a product from anyone I watch them for a little bit. I want to see what they are talking about I want to see if they are consistent with the messages that they put out. I’m not going to buy from a person that says one thing today then switches tomorrow. That shows me they don’t have a real system because they are flip flopping. If they had a real system, why would they then need to change. That’s a red flag for me and I watch for that and you should to.
As far as inventory goes when purchasing products to sell it’s a little different. I look at 3 things. The first is can I do or get this for free. If so, how? Is this product any good, because you can always upgrade at a later time. The second thing is if I cannot get it for free can I get the best price on it. I want to get it at the lowest price available. The third thing is how valuable or how good is this product I am about to purchase. The second and third rule go together. I don’t want the cheapest product if it is crappy I want the best product at the cheapest price that I can find. Example a crappy product might be $10 but a better product might be $15. If I can afford the $15 product with the better quality, then that’s the product I am going to buy. No, it’s not the cheapest but it’s the cheapest with best quality.
It took me time to come up with these rules because of trial and error. Those errors cost me a lot more time and money in the long run. As I was figuring things out and sorting through all the noise in the market place I started to come up with different strategies that work. Had I of known these in the beginning I would have been so much further but I wouldn’t have been able to teach what not to do. So, implement these little strategies and cut down time and mistakes. Good Luck
The other day I stated I didn’t understand why everyone wasn’t an entrepreneur. One of the reasons I found out was people do not know how or where to get started. In this blog I am going to teach you how to start get started. In short, I am going to teach you how to find your niche. Which is the starting point for all entrepreneurs.
My first step to finding your niche is simple. Stop trying to create things and do something you are already doing. Its that simple and makes so much sense when you think about it. If you already like doing it then you wont mind not getting paid in the beginning. When times are hard you wont be thinking about quitting because its already something you do.
Lets brainstorm. What do you like to do for fun? Is there someone out there making money doing what you like to do? If so who? Can you see yourself doing this for the rest of your life? These are questions you need to ask yourself whyll you are brainstorming. Take a day or two and really think about this. You are about to jump into the entrepreneur world and its not easy. So lets find your niche now and take it to the next level.
Once you figured out what you want to do, you need to figure out your story. How did you get started? Why you got started? Who you want to help? All of that will make a compelling story. Take that information and format it based on the different story types. If done right you will have a powerful story that will sell your product or service for you. Always remember facts tell stories sell.
If you are still drawing a blank and don’t know what to do, read a book on entrepreneurship. I promise you that no matter what the book is that you read you will get an idea. You just need to think outside of the box. You have to believe that all things are possible. There is no such thing as can’t and impossible. If you can imagine it then you can make it happen. So go out there and make it happen.
Respect is like a two-way street, It goes both ways. Often we get so caught up in our own hype that we forget our purpose, which is to help others. We are professionals and should act accordingly. There are different levels of respect. It is your job to control your emotions and keep it on a professional level. So, let’s go into some tips and tricks on how to handle clients.
The first thing you must realize is that respect and disrespect is all about perception. You must know your client. An initial consultation with a client will help you understand them better. You as a professional must control your emotions no matter what they say good or bad. I know I know there are times you can’t believe someone said something crazy to you. You must continue to show respect and handle the client. Here is my trick for that.
Step 1: Always Agree
It doesn’t matter what they say just agree. Sometimes people are looking for that disagreement so they have a reason to not do business with you. Just agree with that person and It will eliminate the argument. Keep in mind just because you agree does not mean they are right. It just means you are not going to engage in that argument and you are not going to let that stop you from making a sell. You want to keep your customer satisfaction high so they can bring you more customers.
Step 2: Repeat back to them what they said
After you agree and take the argument away from them, you want to repeat back to them what they said. This will make them feel like you understand them. They can relate with you. What better way for people to want to do business with you than by being comfortable. In those first two steps you took them from not wanting to do business with you to wanting to do business with you. You built report by controlling your emotions and handling your client like a pro.
Step 3: Tell them what you want
Finally, after you get them to let their guard down and agreeing with you by using the first two steps you go for the kill. You tell them what you want. They don’t like your service? You agree, repeat back to them what you they said, then tell your side of the story. It can be that simple.
By following this strategy, you will earn the respect of your client. You will gain a reputation for having a pleasing personality and more people will want to do business with you. Sells and customer retention will increase. Your stress level will decrease and you will get your way more often. Go out and have some fun with this you deserve it.
Obstacles are those rightful things you see when you take your eyes off your goals.