I gave a talk recently to a group of sales people and I used the example of how a magnet works. When you were a kid and you’d play with magnets, remember how amazed you were that if you put two magnets together they would sometime repel each other and then other times they’d stick together?

After a while you’d figure out that it was all to do with how you oriented them and after a little testing they’d all be attracted to each other and stick together nicely…

It’s the same in sales. A brand new sales person (or company) hasn’t yet figured out how to orient themselves in the marketplace and in their enthusiasm they end up chasing prospects around, repelling everyone.

How is your business engaging with people?

I have a client that we are working with to help start a dialogue with his prospective clients. We started a series of boosted Facebook posts where we asked various questions.

They were all along the lines of “What’s your favorite this…” or “What do you hate most about that…” The questions were designed to elicit a response from people, to start a conversation. We could then respond to people with more information, an informational video, an interesting article etc. All designed to start to position the client as an authority and draw people in by providing extreme value.

The goal was to orient the magnet to attract people…unfortunately the business owner jumped on to the Facebook page and banged out a few responses along the lines of “We have what you need!” and “We have a sale today!”

He kind of killed the vibe…but, oh well, we’ll just start over, it’s all good!

Are you a “Ready, Fire, Aim” kind of business owner…? Like, Comment and Share this article…you’re not alone…!