Months ago I first heard Judith & Jim, founders of the Soft Sell Marketers Association, talk about using the term “prospector” instead of “prospect.” Although I wrote last summer about heart-centered, soft sell salespeople and marketers needing to pay attention to terminology, such as using “broadcast” instead of “blast” (“Choose More Powerfully Attractive Words“), I resisted changing this phrase I’ve used for decades. Then, the other day I was listening to a Soft Sell Marketers Association teleseminar I’d downloaded. It was a session late last year called “Keywords with Rick Hubbard.”
Rick pointed out that Jim’s use of the term prospector gave him one word to explain a concept he’d struggled to describe for years. Instead of striving to find prospects, put your attention on attracting people who want your solution to either fix something or to fulfill some desire.
Suddenly, a light came on for me too! This is the very angle I’ve taken with my eBook and lessons on 9 Steps to Finding Prospects Who Want What You Provide. (It is currently my free bonus for signing up for my mailing list.) When you appeal to people who already want to buy the help you offer, you need far less time and effort than you do to create demand in people who don’t yet see they need it.
Your heart-centered, soft sell sales and marketing efforts connect with “prospectors.” Your knowledgeable questions show that you understand. Your understanding gives you the confidence and ability to ask questions in a relaxed, conversational manner so that you can get down to what they really want and need as well as what it will mean to them when they find what they are looking for. You can focus on service first, sale second. Remember too, they want to be involved in designing their solution.
If you want easier, faster, more enjoyable sales, appeal to prospectors instead of prospects. Prospectors are looking for the benefits of what you provide. Use your heart-centered, sales and marketing knowledge and skills to connect with them before trying to sell. Listen then work with them as a partner. They’ll be happier with the results. Best of all, you’ll find selling is fun, fulfilling and mutually rewarding.
By the way, if you find the heart-centered, soft sell approach to sales and marketing interesting, I invite you to join the Soft Sell Marketers Association where we have a community of like-minded people.
My first Kindle eBook, How Relationship Selling Rewards Small Businesses, went live on April 24, 2012. https://amzn.to/2BaP2AH I've lived a lifetime of service and spiritual search so it's natural for me to incorporate these attitudes into my work. I believe that selling and marketing are spiritual service when done with a heart-centered, relationship selling approach. All of business success comes down to building strong relationships.
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