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Something about Stereotypes
by Dennie Marks
Quotes of the Month:
Quotes of the Month:
"We are shaped by our thoughts; we become what we think. When the mind is pure, joy follows like a shadow that never leaves."
Buddha
"I've always worked very, very hard, and the harder I worked, the luckier I got."
Alan Bond
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Dear Friends,
This issue of Your News will be dealing with a subject that has always queried me; Stereotypes. There are no boundaries as to profession, service, geographical location or even gender; stereotypes exist. How do we combat them; how do we rise above them? |
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Never Assume!
We need to be aware that misconceptions by our prospective marketing public could exist. Never assume!  Anyone can fall victim to assumptions and inaccurate, preconceived notions. We've heard jokes about doctors, lawyers, and Indian chiefs.
These jokes are a result of categorical stereotypes that have taken hold. The fact of the matter is, there can be misunderstood ideas about who we are and why we're there. It's imperative to do everything we can to negate these ideas before they even begin. No one wants their marketing public to think their only interest in them is to make a quick buck.
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Misconceptions
First, let's talk about the aggressive "too pushy" individual. Some feel others offering a service or product ( a salesman) is by nature a "too pushy" individual who doesn't access the needs of the customer. If one is focused on selling and telling about their service or product it's taken as not wanting to know what others needs are. Avoiding this situation means changing a mind-set of spending more time to build a rapport.
 The best way to build trust is to ask questions. Listening to the needs of others says I'm truly interested in helping you. Showing a genuine interest in a client's welfare will develop a direct line of trust and work in a positive way.
Second, the idea that anyone selling a product or service is inherently dishonest can come into play. This is a common misconception; the uninformed sales individual whether it's for services rendered or promoting a product often wings it about that service or product. Be honest with a prospect; don't pretend to be what you're not! Don't claim a service or product will be or do what it can't. It's much better to say "I don't know; I'll have to get back to you with more complete information." The best rule of thumb is to take time to educate yourself about your particular area of expertise.
Third, the misconception that a person looking to attract business is only looking out for themselves is another common stereotype, In other words everything is only self-serving and in it just for profit. The key to getting by this common idea is to keep listening; offer alternatives and solutions to prospects and their problem.  If you can't help them refer them to someone who can help. This will be greatly appreciated and you'll find down-the line you will be contacted to help them because of your honesty. Giving that referral builds your credibility.
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Relationship Levels
Anyone with the goal to attract prospects doing a service or providing a product could fall into one of several levels of relationship categories.
The first category is that of an order-taker. The scenario goes like this; "tell me what you want and I'll give you the lowest price."
The greatest relationship accomplishment is to form a partnership with your prospect or client. Help them discover, uncover and remove their anxiety in dealing with projects.  This way you as a consultant are instrumental in helping them meet their objectives.
An authentic relationship is one where the service provider shows a genuine concern for their client. Believe me, you can't fake this. It has to be real! Showing your client you understand what their needs builds trust. When the customer acknowledges you have their interest at heart you are welcomed and accepted. This type of interaction breaks down all of the stereotypes described above.
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Be Essential
In other words make yourself indispensable to your clients and prospective business partners. Positive results will be seen by helping your client think out-of-the box or in a more creative way. Some of the following ways to be essential to a client's needs are outlined below:
Give a New Idea- getting a client to think out-of the box or more creatively or even slightly different than they have in the past is the person a client would never think of replacing.
Share Interests- Even sharing a common support for a non-profit or local effort can be a strengthening aspect in developing a relationship.
Be a Friend - show support by becoming a "business therapist" for clients. This can often cross the line to become a personal friend as well. Offering this kind of support can make a person become more indispensable.
Go Deeper - go beyond the usual; make sure to keep asking questions. Clients appreciate and look for others who will challenge their thinking. Give them something to think about and try to avoid robotic responses.
 I.e. Ask, "Why are you thinking about this over that?" Get them thinking and they'll see you are thinking in depth about their goals.
Offer Additional Services - Make it easier for clients to do business with you by dealing with aspects of the project that are normally tedious for them to handle. This adds to your credibility and usefulness to their company. If it's easy to do business with them it will give your client another reason to retain your services instead of going to a competitor.
 Know Your Area of Expertise - Show your marketing public you are well versed with new strategies in your field.
Be There - Be there in a pinch. You will shine if a client or prospect has an urgent need for a quick service or help. Be supportive; this too will add to your indispensability.
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Summary
Stereotypes will be around forever. We see them every day however as outlined above our actions can overcome and prevent preconceived ideas from interfering with business development.
The key is to be genuine in the way you look at a client. If you are sincerely interested in their welfare it will be catching and your client will be interested in wanting your involvement with their company. Whether you're a non-profit, a professional like an attorney, CPA, or those of us providing other services, being genuine will go a long way.
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Remember - We Support Non-Profits
Your Promotional Products understands non-profits have to be transparent to the world. They are responsible for the way they spend their dollars to realize fundraising goals. Working with non-profits is one of our greatest pleasures. We make our contribution by making it cost-effective for organizations and their sponsors to purchase anything they may require for fundraising events. Please share this information with your favorite non-profit organization. We're happy to be of help.
Contact US
(Office) 760-360-9047 or (cell) 760-578-6079
(Fax) 760-301-0018 or Email: yourpp@dc.rr.com |
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Joke of the Month
 
Lost in a Balloon
Two hobbyists get into their balloon for an excursion. After a while, the wind unexpectedly picks up, and the balloon goes out of control. The two balloonists, with great effort, manage to keep the balloon stable, upright and away from power lines; but they art lost. With more effort, they get the balloon near the ground. While floating over a country road, they see a man walking below. One of the balloonists calls down to him;
We're lost! Can you tell us where we are?
The man thinks for a while, looks down, looks up, looks down again, stares into space for a minute, and then cries out;
You're in a balloon!
The wind picks up and the balloon floats off. After a moment, one balloonist says to the other;
That must be a manager.
Why asked the other?
Three reasons; First, he took a long time to answer. Second, he was perfectly correct. Third, his answer was perfectly useless!
Until next time..................
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