9 ways to be liked: Which one are you going to use?
In sales, it sure as hell helps if the person you’re trying to sell something to, likes you. Everyone’s all a lot more motivated to do business with those people we like – even people like your mailman and your UPS delivery person.
After all, when you like someone, you naturally just want to help them, right?
Here’s my Master List of ways to make people like you. There are enough of them here so that you can start using the ones you’re comfortable with, and the ones that come naturally to you.
The LAST thing you ever want to do is do something un-natural to be liked. That’s totally counter-productive and it’s just “bad karma.” Kind of like ruining someone’s marriage so you can then have an opportunity to date them.
O.K., here goes:
1. Kind of redundant, because I just alluded to this, but be genuine. Don’t say things just to say them, instead… just be yourself. Nothing beats sincerity.
2. Be responsive and responsible. If someone wants something, make sure your office responds to it in a timely manner. Send out your 2-step lead generation materials right away, and welcome your guests via e-mail right away. Woody Allen got it right when he said, “80% of success is showing up.” So show up, and show up on time.
3. Make great offers. I don’t care what you’re selling or who you’re selling it to — everyone loves getting great value.
4. Be energetic and enthusiastic! There’s a reason why every single gas station and supermarket in America sells “energy boosters” at their front counter. Most people are burned out and lethargic, so if you’re pumped up about what you’re doing and about what you’re offering, people will “sense” this and gravitate towards you, immediately!
5. Reveal your own personal flaws and challenges. There’s nothing worse than someone who thinks their crap doesn’t stink, “just because.” Your prospects WANT to know you’re not much different from them, and that life punches you in the gut sometimes, too. This makes you more human and more real. And… more like them.
6. Share good information. Think about it, who doesn’t like someone who’s always giving out useful information?
7. Let people know you care. Gary Halbert once told me, “People don’t care how much you know, until they know how much you care.” Focus on what you’re looking to give, not how much you’re looking to get.
8. If you want to use humor, use self-deprecating humor. No one’s going to get upset if you’re making fun of yourself. Making fun of others, however, is mean and you never know who you’re going to offend.
9. Don’t make your problems, your prospect’s problems. If you need cash, if you’re having some personal problems, sorry, but that’s your deal. Don’t expect others — especially your prospects — to save you from them. I’ve got news for you: everyone has stuff going on from time to time. No one wants to be your emotional dumping ground, nor do they deserve this. Your prospects deserve the BEST you have to offer, not the worst you have to offer — both goods and services wise, and personally.
Pick a few of these off this list and put them in your rotation. You’ll get a positive response, you’ll earn more, AND you’ll feel a lot better about yourself.
Now go sell something, Craig
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