There are two ways to find new people. One is to go out and find them. The second way is to wait for them to come to you.
When I began this quest of turning into a salesman, the thought in my head was to be the person to whom people are attracted.
So, what do you do for a living?
…which might be the best opening question for someone like me looking for customers.
Nice car. Is it yours?
…which will be me one day, because my company will pay for a car once I reach specific milestones.
You look great. What’s your secret?
…possibly the best way to make people attracted to my company, to fall in love, to think my products remarkable.
It turns out that even at this early stage, being the man makes a difference. At work I use my company’s glass cleaner. I don’t make a big deal of it. I tell the guys that I don’t like the ammonia in the supermarket brand, that it stinks and is bad for you. Those who check out my product like it, because it does the same job and smells good.
One of my colleagues came up to me this week and asked what it was. I told him, and he already knew of my product from years ago when he was a customer. He recognized instantly that I was a customer/advocate. And then he did the weirdest thing. He asked me if I had any literature that he could read, because he remembered how he loved the toothpaste.
Now, I will be calling him this week to see if he’s interested in signing up again as a customer. He might, he might not. But it’s an example of how you’ll never know the possibilities unless you’re out there telling the story and being the story.