Today was the opening day of our local Farmers Market. I got there fairly early and was delighted to see the early morning hustle and bustle of local entrepreneurs eager to profile their fresh veggies, breads, flowers, honey and other goodies.

Familiar faces were there walking through the booths with coffee in hand. There was energy around the movement as this real “community” lives.

During the winter months, the only way we were connected was by email or a simple blog. What was most interesting was the way we connected after communicating electronically since October of last year.

One of my favorite booths is owned and operated by an adorable Laotian family.  The little ladies there simply sparkle with joy as they arrange their fresh vegetables on display.  The most powerful connection is in using few words.  They know how to say “hello” and okay” with ease.  But if you really want to get a strong connection, try saying “thank you” in THEIR language.  It is the most joyful reaction I’ve ever seen!

As I walked toward their booth after months of not seeing them, I waived and they nodded… and then I said “thank you” back to them in their Laotian language…causing them to  begin waiving wildly and smile widely!  They were visibly delighted…all because of one little word…with a special “twist”…having it THEIR way.

How many ways can you say thank you today to your clients, customers, friends and family? 

Tom Peters said “Never underestimate the power of the tiniest personal touch”, and as usual, he is so right.  The power of human connection continues to be the magic that bridges relationships and often is the key to successful entrepreneurships…no matter what you are selling!

Bio: Terri Murphy is an author, speaker, e-communication consultant, and author of 5 books, including her latest with Donald Trump. She is the founder and Pres. of WomensWisdomNetwork.com and serves as CIO of U. S. Learning in Memphis and one of NAR’s GAME CHANGER 2010 Coaches. visit www.TerriMurphy.com or email: Terri@TerriMurphy.com

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If you think it’s been a tough year, bad market and find yourself thinking from a scarcity point of view, you might find yourself believing that there is little you can do to get more business…Think again!

Before you go with “scarcity thinking”, expert Harvey MacKay gives us 66 creative and meaningful ways to connect with even the most elusive prospects.

MacKay is the bestselling author of “Swim with the Sharks Without Being Eaten Alive”. He says, “Anyone can get the order if he’s willing to stretch the truth far enough. Whether you tell the truth or not, you don’t come out a winner just by getting the first big order. The mark of the pro is to get the RE-Order!”  That said, ask yourself these questions:

What am I willing to do to connect with a prospective client? (Or do I quit after a few attempts?)

Am I just trying to get another sale, or are their ways I can make an investment in a long term relationship?

In order to differentiate my service offering, by adding more value for this prospect by doing business with me?

A great lesson from MacKay’s book is found in Lesson #3 – He says, “Knowing something about your customer is just as important as knowing everything about you or your product”.

 MacKay was so passionate about wanting to know all he could about his customers; he is famous for developing his MacKay “66” question profile for each of his sales people to fill out on their customers. He is adamant that when we know more about our customer, we enjoy a huge advantage when they know we care about them, their needs and ultimately then we have earned the right to work with them.

All too often we fail the first step many high paid coaches, consultants and top performers knows and teaches:  Do a deep and thorough needs analysis of what THEY want, and not what you HAVE.  But first you have to get the appointment and be willing to accept the challenge of winning their business.

Asking questions and then clarifying the answers is one of the most powerful ways to establish confidence and begin building a bridge of trust between you and your prospect.  They want to know that you know not only what they want, but most importantly, why they want it. It is only when you act as their sales leader that you can help them determine what the appropriate solutions to their needs will actually be.  

Many times we approach our buyers and sellers with a barrage of self-serving information about our experience, tout top testimonials and are convinced that WE are the answer to their needs, when in fact, that may not be the case at all!  Regardless of your outstanding sales volume, negotiating acumen and years of experience, if they need a sales person who can speak Vietnamese, you may not be their best choice! 

The battle cry for successful sales that will never go out of style – RELATIONSHIP selling is the key to more sales. Ask well thought out questions, be a skilled active listener, and craft solutions with your prospects for best results.  You may not subscribe to doing a MacKay “66”, but knowing all the facts, motivations, limitations and best solutions for your customer will pave the way to create raving fans and endless referrals.

Bio: Terri Murphy is a speaker, communication consultant, and author of 5 books, including her latest with Donald Trump. She is the founder and Pres. of WomensWisdomNetwork.com and serves as CIO of U. S. Learning in Memphis.  email: Terri@TerriMurphy.com – for more information on the MacKay “66” visit http://www.harveymackay.com/tools/index.cfm

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