Tag Archives: professional

You’re a Genius, but Wait to Prove It

Here’s a scenario. You’re in a meeting with a potential client, and like magic, you come up with a “BIG IDEA” that you know is the answer to helping the client make a ton of money, no less yourself. In your enthusiasm to show the client how smart you are as a marketing and advertising professional, you blurt out your “BIG IDEA”!

You’re a genius, right? Wrong!

If you do have a good idea, as in this situation, and you throw it out spontaneously, the chances of it being excepted are greatly diminished.  There’s a much better time to reveal you’re a real genius. It’s when you make your presentation!

Ask yourself this question. Do you think your client would put more value on a great idea that someone came up with on the fly, or one that took a week or two to come up with after much consideration and brainstorming? The client will think, “Wow, they really put some time and thought into this idea!”

Instead of blurting out your “BIG IDEA” during the first meeting, say something like, “I think I may have some good ideas, but I want to do some additional research and give some extra thought to these ideas before deciding and making our recommendations”.

While most good ideas take time to develop, we also know that occasionally we get lucky and come up with that GREAT idea on the spot.

It’ll take discipline, bite your lip, but whatever you do, WAIT, and don’t give away that “BIG IDEA” so quickly!

Never Stop Learning – Get Better Every Day”

Do You Mind If I Take Notes?

It seems like a silly little question, and in some ways it is. But it can also have a profound impact, and just might be so obvious that it catches them off guard and captures their attention. When you’re calling on a new business and about to start your “CNA” meeting, just as you are taking out your note pad or computer, ask the person, “Do you mind if I take notes?”

Their answer, of course, will always be, “Yes”, or “I don’t mind at all”. While it seems obvious that you would take notes, it’s the subliminal message you send that has impact. It tells the prospect you are engaged, ready to listen, serious about what you do, and that you are focused. This is also a good point to assure them, or reassure them, that everything you discuss is confidential.

Throughout the questions and answers, if you miss something, don’t be afraid to ask, “Can you repeat that?” or “Did I hear you correctly”? Then restate what you thought they said. Again, this little sign of being really engaged can often give them the confidence that you are really there to help them, and that you are a professional.

You’ve heard the expression, “little things mean a lot”. When you’re asking business owners to spend their hard-earned dollars with you, it’s more than just an expression. The “little things” are often what determines whether they trust you enough to say “yes” to your recommendations. After all, what they are really saying “yes” to … is YOU!

Do you mind if I take notes?