XXX Factors – PART 3 of 4 The Magic of Infectious Enthusiasm
August 19th, 2015 // 1:59 pm @ Scott Manning
Have you ever been in a room, a meeting, at an event, visiting friends or family, engaging with a new customer, client, or patient, or any other place on earth when you encounter someone that you just wonder, seriously, what on earth is this person ‘on’, as if to imply they had some magic medicine, some drug from the 70’s, or a life so darn perfect that they seemed so happy, alive, on fire, excited, energized, enthusiastic about, well, really anything and everything.
You walk away saying to yourself or to everyone around you…
“I’ll take some of what he or she is having!”
This is my magic formula for success in life.
Be the way others wish they were.
Sell the way others want to feel.
Excite people about their own lives and possibilities.
It’s the right thing to do, it’s the most important thing you can do to truly be of service to others. It IS what your or anyone’s business should be about anyhow…exciting outcomes, a better life, something worth doing, investing, putting forth effort for.
Now…I’ve said this before…I want you to read it carefully, slowly, again and again. It might very well be the single most profound, principled statement and underlying rule of business success there has ever been.
IF YOU ARE NOT EXCITED ABOUT WHAT YOU DO FOR YOUR CUSTOMER, WHAT YOUR PRODUCT or SERVICE DOES FOR THEM… NO ONE ELSE IS GOING TO BE EITHER! PEOPLE BUY EXCITEMENT. THEY BUY BETTER LIVES. THEY BUY HAPPIER FEELINGS.
IF YOU ARE NOT EXCITED ABOUT YOUR BUSINESS – YOUR CUSTOMERS MOST CERTAINLY WILL NOT BE EITHER.
Nothing nothing nothing nothing nothing sells more than enthusiasm…and not even pain, fear, doubt and scaring people into action. No. People go towards what they want to feel more of, they make decisions based on feelings they want to reap.
Next week I will summarize this up into one single word. One word. The only word you need to know to become a master at psychology of selling anything to anyone. It is what makes money move and it will transform and transcend your ability to influence people in the art of exchanging money for trust in the outcomes of your products and services.
Today you are warming up to be ready for this one word.
Remember this, your energy will either attract people to want to do what you say or it will repel people away from you. Positive sells. Happiness sells. Opportunity sells. Enthusiasm sells.
Here’s a tip, watch some infomercials, go to the home shopping TV channels, walk through a fair where there are salespeople giving presentations, experience more sales pitches to feel the energy and enthusiasm people have for what they are doing – it makes you want to buy.
Now, read your marketing material, engage with your website, your writing, your sales letters and videos, and review your phone scripts and your in-person presentations of value and benefits.
Critique yourself.
Play customer.
Have other people do the same.
How does it feel? Are you moved? Are you excited?
Is your Patient, Customer, Client EXPERIENCE – enthusiastic.
This matters. Remember we are talking about digging down deep, stirring up the emotion of the people you serve influence and provide value to. We are talking about getting those prospects that are hard to reach; not just skimming the cream off the top. We are working to build a following, orchestrate a true selling and educational experience that creates and builds momentum for your business growth.
This is suppose to be FUN. Buying is suppose to be FUN. Being someone’s customer is suppose to be FUN. People want to have FUN. Your patients, clients, and customers WANT TO FEEL GOOD about themselves, about what they are doing, and about what they are buying and investing in.
We have covered some very deep and advanced things over the past 2 weeks, now this; don’t pass it off, embrace it, and be sure you are working on it, mastering it. If you aren’t excited about what you do, no one else will be…and if you aren’t excited for the people you serve so much so that your enthusiasm is infectious, no one else will be excited either.
And this doesn’t have to be giddy, bouncing off the walls silliness, not that type of enthusiasm at all, sincere genuine internal enthusiasm because you love what you do and love what you do will provide to others.
Here’s your homework. If there is anything you would or could change about your selling experience to make it more fun for your prospects – do it! If you are not excited about what you do, change it. If you don’t see people light up when they buy from you and make decisions there’s a problem – fix it.
Most of all, have fun, enjoy this process, and be more excited about your patients’, customers’, and clients’ lives and outcomes than they are, and your enthusiasm will rub off and move their buying temperature to a boil and out will flow their money, referrals, and excitement for life and for your business.
When that happens everyone wins!
Category : Blog
