Have you ever heard the expression, “People do business with people; they don’t do business with companies”?
It’s true — it is human nature to want to form a connection with another individual. And in business, if all other things are equal, we are more likely to choose to do business with the person we like, than the person we do not like (or simply do not know).
This is a concept that has been recognized by salespeople and marketing professionals for decades — it is the reason, for example, that a successful salesperson tends to be amiable, easy at conversation, and often remembers events that are going on in your life. I can think of several salespeople that regularly stay in touch with me, and know to ask about my family members (by name!) and never miss sending a New Year’s or holiday card.
Why is it important to find your “voice”?
The Internet has a tendency to isolate us from one another. Don’t get me wrong — email and social media, for example, have both made it easier to keep in touch with one another. But there is something isolating about posting a message as opposed to picking-up the telephone and talking one-on-one.
Those of us who grew up in the age of the Internet need to work at maintaining and nurturing interpersonal relationships.
In business, finding your voice means coming to terms with the fact that not everyone out there is going to want to do business with you. Just because you have a website and are active on social media, for example, doesn’t mean that your message will appeal to everyone. Indeed, the Internet ensures that you will have loads of competition, and it will be as easy for them to put out their message as it is for you.
What exactly is a “voice”?
In writing, or online, just like in-person, your voice is your persona — it’s your attitude, your tone, your style of speaking.
- Are you “cocky” and self-assured?
- Do you come across as “humble”?
- Would people say you are a “know-it-all”?
- Are you a “wise listener”?
How would others describe your tone?
There is nothing wrong with the fact that not everyone out there will want to do business with you; there is more opportunity out there than you or I could ever fill. The Internet allows us to reach all of it.
So, if you can come to terms with the fact that not everyone out there is going to want to do business with you, you can see why it is important to invest time developing relationships with those who do. These individuals can become your “fans”. Turning a prospect into a customer or client, and then into a fan, is what sales and marketing is all about.
Finding your voice is imperative — and learning the “3 Secrets to Selling That Changed My Life“ can take your success to the next level!