One of my favorite cartoonists ever is Gary Larson. For years he created the hilarious and goofy world known as The Far Side. Usually only one or two panels, his commentary seemed ridiculous but when you stopped laughing long enough to think about it, the meaning was usually a very pointed, sarcastic, yet sly comment on ourselves, our world and may time on business.
One of my favorite Far Side panels was entitled “What We Say to Dogs”. In the first panel we see a man scolding his dog…”Ok Ginger! I’ve had it! You stay out of the garbage! Understand Ginger? Stay out of the garbage or else!”
The second panel was titled “What dogs hear”. In this we see the same man scolding Ginger the dog, but this time we see Gingers point of view as she hears, “Blah, blah, blah Ginger! Blah, blah, blah Ginger!” Funny, YES! True to life…definitely! I’m always looking for a business lesson in everything and there is one here.
If you are in business and particularly any form of sales, the lesson is profound and simple. You had better be able to succinctly tell prospects and customers what you need to tell them or you will lose them! Your flapping lips become the “Blah, Blah, Blah….” And you’ve lost them and you’ve lost the sale.
So here are four easy rules to remember when talking to or communicating with any prospect, customer! And come to think of it, the rules apply when communicating with anyone on any level.
RULE 1: GET TO THE POINT! The easiest way to lose the audience is to ramble on and on and on. Be able to make your most powerful point In under :10 seconds….every time!
RULE 2: HAVE A CLEAR MESSAGE! The only way to be able to make your point in under: 10 seconds is to think about it ahead of time. How much is it worth to you to gain a customer? If you value your customer and prospects, then you owe them the courtesy of knowing what you need to say clearly and succinctly.
RULE 3: BE ABLE TO ARTICULATE YOUR MESSAGE! Simply put, practice your message. Practice your answers to questions you know that you’re going to get. Short, concise, to the point always sells. If the prospect or customer wants more information….they’ll ask!
RULE 4: NEVER FORGET, YOUR CUSTOMER HAS MANY CHOICES! Nothing today is the same as it was two years ago. Consumers have more buying choices than ever before. If you bore them into “BLAH-BLAH-VILLE” they WILL shut you down and go somewhere else. More and more that is the convenience of e-commerce.
Just remember that dogs have had it figured out a long time ago. If what you’re saying isn’t important to them they just don’t listen. So listen and have something to say….your customers will appreciate it and so will your dog!
I can help you find and build your own powerful marketing message. Give me a call, I promise you that I’ll listen.