Steve,

You’ve got it all right.

People don’t like to be “sold.” But they do like to buy. Whether it’s passive or overt, people are control freaks. When they’re being sold they’re not in control as much as they are when they’re buying.

Your approach allows the target to decide if they want to buy.

I also believe your concept works because people, if given a choice, would rather enter into things gradually.

On the other end of the spectrum, the biggest reason people won’t take your advice is because they feel it takes too long. But we both know that very little in life that’s great, wonderful and worthwhile is done instantly. Point: gestation period is far greater for a human than a rodent. The end result is much different too.

Great Insight, Steve.

Thanks Michael,
I have seen on rare occasions a sales rep waking in to a business with his manager, doing the usual ‘I’m on the road with the guys, aren’t I great routine” they took a really casual approach with the person they were visiting in the business, aiming to build or ‘cement’ the relationship. It worked, the less they focussed on selling the more sales they got that day.

Hi Steve,
I resonate with your Research Method - I am an artist myself. What I could add to this would be that when you have put yourself into that positive position and are then in turn ‘asked for further information or contact details’ that you are well prepared with a business card to hand to them. You do not want to appear unprofessional at this point - it is so vital as you may easily be forgotten in their busy day when you’ve walked out the door. Great topic for further discussion!

Thanks for that Kerrie, yes being prepared is a great thing, the boy scouts are big on that and so should we be. However at times it may be more useful to get the galleries details, email them a thankyou for chatting to you on that day, then in your signature line have the link to your site. Then you are developing the relationship further. It’s far too easy to see the relationship end if they file the card in the bin. The email address gives you a leverage point to work with.

Steve & Kerrie,

Here’s an approach I use regarding business cards. I’ve ALWAYS got a pen on me. If someone asks for my card and I don’t have one (Often depending on the setting I leave them in the car on purpose) I say, “I don’t have my cards with me. What’s your mailing address? I promise I’ll send you one.”

I then write “As Promised” on my card and mail it to them. Thus, the relationship has begun with Promise made. Promise kept.

Michael

Great idea, I have learnt over the years to carry a pen more than I do my cards. My darling wife says in situations like this “How on earth did you forget your cards! Look at the opportunity you missed out on.” In a case like yours you made it have a greater possibility of being more of an opportunity. And besides how many cards Have we all given out over the years to discover that the lead was a dud, or did not go anywhere.

“Promise made, promise kept”, great line to use.