subject: Are You a Business Owner or a Top Producer? [print this page] Are You a Business Owner or a Top Producer?
You don't realize it yet, but in the next few minutes, you're going to learn exactly what you are.
Now, I can almost hear your mind saying "I'm not sure" and I must confess there is no right or wrong answer here. Little by little you will understand that this conversation is not about work ethic or time management; but rather connecting and building relationships with prospects. Not selling them, but leading them with your value and vision.
Let me ask you a personal question. Are you a leader in business and in life? Are you someone who is first to raise their hand to answer the question, or volunteers before you're asked? You know what I mean, don't you?
Then pay close attention!
Of course you have heard the saying "Failing to plan is planning to fail." Top producers know their business inside and out; they don't have to spend their time reacting to the changes within their business because they are proactive in the management of it. Prospects see the value in working with this type of leadership and are most likely to form a partnership with a person they perceive as strong and that will provide them with value. Just imagine how your prospects view you.
As you continue to read this article, you will learn a few things you can do to ensure your prospects see you as this type of leader.
Take some time today and review your marketing and your follow up. Prospects can sense things about you whether you're connecting with them on video or over the phone.
In your marketing, you have about 30 seconds to win a prospect's trust, and that just gets you to the next step. So really exam how you are coming across to others. Enlist the help of your personal master mind group or one of your mentors to review and give you honest feedback. This will give you a crystal clear picture of how you are really perceived by others.
Do not miss a word of this people don't buy what you're selling, they buy why you're selling it. You must connect with your prospects. In 3 short minutes on the phone, you will either continue to build on the trust, or your prospect will go elsewhere looking for value. A business owner's mindset will be, "This is a numbers game" and move on, while a top producer will explain how the value of their vision or mission will benefit the prospect by working together.
If you're like me you have loyalty to brands, but you have to wonder just how this brand has connected to you. Simply put, the brand loyalty comes from the value you receive from the product or service.
A great example of this is the car company Mercedes Benz. When you enter the dealership, they don't drop cheesy lines on you, but simply ask.
"Do you know why we build our cars the way we do?"
This question is very powerful and will always receive a positive response. It further builds trust by providing the value the customer is looking for, and even takes the price out of the equation.
Earlier on, I asked you the question, "Are you a business owner or top producer?" Take time and really think about this. Now remember, I told you there was no right or wrong answer. If after reading this article you have determined that you are a business owner, don't be discouraged. The only thing that may keep you from becoming the top producer you know you can be is to truly understand "WHY" you are in business in the first place.
Discovering your "WHY", is crucial and you should be able to sum it up in one quick sentence. You're "WHY" will be the difference between being a business owner and a top producer!
In future articleswe are going to dig deep to help you discover your true "WHY" and help implement your "WHY" into your business so you can become a top producer. Now, I can almost hear your brain shouting, "Let's do this now!"but remember success is not an event, but a process.
