I have to admit that when I first began using GoDaddy, the upselling was a little confusing. Now, however, I “get” the routine and even have come to expect it.

In fact, I have even made purchases based on their recommendations, very happy they had made the suggestion.

Not only does GoDaddy earn more money (if I make this additional purchase) than they otherwise would have had they not made the offer, it’s also an amazingly helpful way to offer me more value. This is because the suggestions are based on a very real potential need.

(Additionally, in all the cases I have noted, making the purchase right then would cost less than coming back to make the purchase later.)

I think of when I waited tables, and I frequently upsold my guests on simple things, like appetizers, salads, and desserts. If I was really on my game, I would have been “reading” and engaging my guests before and throughout their dining experience to determine the more relevant items to suggest.

For example, if they had just been out with the family on their boat, sailing on a hot, summer day, they might enjoy a tall, refreshing glass of our fresh squeezed lemonade or ice tea.

Or, maybe they are visiting from Alabama and might like to experience a taste of home: Our Signature Flaky Crust, hot-out-of-the-oven peach cobbler a la mode, made with organic handmade ice cream from a local ice creamery.

If you were my guest and none of the suggestions tickled your fancy, my guess is you wouldn’t be upset that I offered them to you.

But how good would you feel if it was exactly what you wanted?

What a great feeling that someone was paying attention to you, noticing your needs and wants, and offering you relevant solutions!

Our clients come to use for solutions to their challenges. When they complete whatever it is they purchased from us, they usually will not spontaneously ask what else they can buy from us.

This may happen, but it’s not a reliable sales strategy.

Instead, clients are looking to us to have their best interests at heart and to be thinking about ways we can further serve them. They already know and like us, and we’ve already earned their trust. What an inconvenience for them to have to go down the road, do research, ask their friends and colleagues, etc., in order to find what it is they need!

We may have a product or service offering that is just what they need. Or, we may know someone who can support them.

Either way, upselling is serving. It really is a good thing, because rather than withholding something you know can help them, you honor them by giving the suggestion.

Then they can decide whether to say Yay or Nay.

And, the more we appreciate that frame of reference when someone is upselling us, the more our own clients will be inclined to appreciate what it is we are upselling to them.

So, let me ask you: “What grade would YOU give yourself at this point?”

Inspired by Kim’s question and by Coach Christian Mickelsen, I sent the following “Sky-Rocket Your Sales” coaching session offer to members of one of my email lists, and I’d like to make it also to you.

Regardless of where you are in your business, there is tremendous value in checking in from time to time to make sure your headed in the direction (and at the speed) you desire.

What better way to kick off the second quarter of the year than with a coaching session focused on you and your sales goals?

It’s pretty challenging to achieve the success you deserve when you don’t plan for it.

So here’s my invitation to you (Thank you Christian and Kim!):

- – -

If you’ve been struggling to close enough sales and you’d like a major breakthrough, then I’d like to invite you to take advantage of a special, “Sky-Rocket Your Sales” personal, 1-on-1 coaching session where we will work together to…

=> Create a crystal clear vision for the sales success you desire (we’ll set targets for prospecting activities, and ‘close ratios’ that will give you the lifestyle you desire)

=> Uncover hidden challenges that may be sabotaging your sales success (we’ll pinpoint specific areas that cause breakdowns in the sales process so you can make immediate changes)

=> Leave this session renewed, re-energized, and inspired to break your personal sales records and enjoy a great income.

If you’d like to take advantage of this very special, very limited, and totally FREE 30 minute “Sky-Rocket Your Sales” coaching session, copy-and-paste the following questions into an email message, answer the questions, and email them to tshombe @ yoursignatureconsulting.com (remove spaces between before and after the “@” sign):

1. How long have you had your current sales position?
2. What kind of product/service do you sell?
3. What are your sales commission goals for the next 12 months?
4. What were your sales commissions from the last 12 months? (ballpark)
5. What do you see as the major challenges holding you back from selling as much as you want?
6. On a scale of 0-10, how important is it for you to overcome your challenges and achieve your sales and lifestyle goals today?
7. Full Name
8. Email Address
9. Phone #
10. Time Zone

Check off the areas you’d like to work on…

__ Finding a Great Prospect List
__ Prospecting
__ Assessing Needs
__ Presenting Your Offer
__ Overcoming Objections
__ Closing the Sale
__ Getting Referrals & Up-Selling
__ Other

Since we’re making this offer for the first time right now and we don’t know how intense the response will be, we can’t guarantee a coaching session for everyone.

We’ll take as many people as we can and then start a waiting list.  You can expect to get contacted by our team to schedule your session within the next 3 business days.

If you don’t hear from us, it means we’ve received more requests than we can handle right now and if something opens up we’ll get in touch with you at a later time.

Again, to take advantage of this offer, simply answer the questions above, copy-and-paste into an email message, and send to tshombe @ yoursignatureconsulting.com.

Warmest Regards,

Tshombe

- – -

I’m looking forward to hearing from you, you Magnetic Entrepreneur, you!  Together, we’ll create a powerfully magnetic sales success plan for the second quarter and the rest of the year!

I’m honored to have a man of Jonathan Farrington’s stature write this guest post on The Magnetic Entrepreneur weblog.

Enjoy, and take notes!

~ TB

By Jonathan Farrington

This post is in response to a comment that was left regarding my recent webinar – “How to Become a Sales Superstar in 2010”

The question was:

“Why does Jonathan put knowledge at the very top of the pyramid? Can you touch on that? What knowledge is he defining, specifically?

Knowledge of the product/service, or something else?”

I am delighted to be able to offer this expanded response.

I first began to recognise the need to be able to benchmark sales performance more objectively and more rigorously over twenty five years ago: The motivation to do this was strong because I knew I was wasting thousands, if not hundreds of thousands of pounds on sales skills training programmes which were not providing me with a proper return on my considerable investment. But I needed to prove my theory because without an accurate analysis of my requirements, I would continue to abdicate that responsibility to the training providers, most of whom had only their own interests at heart.

So with this quote from Drucker, “The most effective way to manage change is to create it” firmly in my mind, I set about my task; a task that became a journey, which began in 1981 and is still ongoing.

By taking an analytical approach, I arrived at the following equation:

Attitude + Skills + Process + Knowledge = Success.

My initial reasoning was this: Attitude is fundamental to any achievement because individuals with the right attitude are far more likely to embrace the essential Skills, recognise the control that Process brings and have the desire to continually expand their Knowledge.

Skills are the ‘tools of the trade’ and have to be developed on an ongoing basis. They also need to be specific, because too much time can be wasted over-burdening employees with inappropriate and irrelevant skills without any identifiable plan for their future requirements.

Process brings organisation, efficiency and control, both for the individual and for management. Effective process provides objective analysis and indicators which can be benchmarked and accurately measured.

Then there is of course a need to build in knowledge and that must include knowledge of products, industry, market sectors, competitors, business, own company and last but not least, self!

So you see, at the bottom of my pyramid, is the foundation – attitude.

But never think that you can remove any one of these four factors from the equation – you do so at your peril. Each is equally important if you are to achieve sustainable success.

You can also catch his hugely popular daily blog at The JF Blogit – http://www.thejfblogit.co.uk

These masterclasses are about $60 for non-members, but my fabulous friend (the Sales Coach & Fundraising Auctioneer) Lori Richardson gifted me this one for free.  (Thank you Lori!)

The topic was “How to Become a Sales Superstar in 2010,” and it centered around Jonathan’s 4-tiered Success Formula Pyramid.  The four tiers are Attitude (the fundamental foundational piece), Skills, Process, and Knowledge.

As we find ourselves beginning the last month of the first quarter of the year, how are you setting yourself up to be Sales Superstar this year?  Where can you improve in these 4 areas?

Here is a graphic depiction of Jonathan Farrington’s Success Formula (Click to Enlarge):

I just learned that you can download (or listen online) this webinar from the Jonathan Farrington’s Blog, or by clicking HERE, but I want to offer a few of my notes on each of these four components to Sales Success Superstardom — a position that is absolutely within your reach.

1. Attitude:  Jonathan says there are two types of personalities:  The “running away” personality, which describes people whose behavior is driven by the desire to avoid pain, and the “running towards” personality, defined by people who are in control, prepared, and allow themselves plenty of time to accomplish what they set out to do.

   Which personality are you cultivating?

   Jonathan puts Attitude at the bottom of the pyramid, the fundamental component of success in sales.  Plan for success by improving and nurturing your “running towards” attitudinal personality, mindset, and action-orientation.

2. Skills:  Sales professionals and teams tend to perpetuate mediocre results because they assume that skills are needed, but have no diagnostic approach to ascertaining exactly what skills are needed, how and when they are needed, and how they will be assessed and measured before and after the training.

   Skills are another foundational component for success, but it must be the right skills at the right time with a specific, clear, and tangible Return On Investment (R.O.I).

   Key Point:  Your training is your responsibility, and it must be continuous and ongoing.

3. Process:  Many sales professionals are resistant to employing process in how they approach sales.  To them, it feels like a time-consuming chose.  Yet, the most successful sales professionals embrace a sales process, which actually saves time.

   In the age of Sales 2.0, exploring and incorporating social media and online tools (examples:  SmartSellingTools.com and FillTheFunnel.com)  in your sales process is essential to sales success in 2010.

4. Knowledge:   Knowledge itself has several components beyond Product Knowledge.  How would you rate yourself in the following additional areas:

• • Industry Knowledge
  • Sector Knowledge
  • Company Knowledge
  • Competitor Knowledge
  • Commercial Knowledge
  • Self Knowledge

That sounds like a lot, doesn’t it?

It is indeed a lot to take in, assimilate, and put into systematic action.  But, do you think you could make just a 1% improvement in 1 or more of these areas each day or each week?

It’s the small, incremental approach to improvement that wins the race every time.

“Every journey of a thousand miles begins with the first step,” quotes Jonathan.  ”Why not take that step today?”

In fact, you may find that you are doing more repelling than attracting.

Why is this?

Well, there can be many reasons why the magnetic poles between you and your ideal clients are all askew, but a foundational piece may be a focus solely on what YOU want, rather than what your (potential) clients want.

Of course, you want to sell your products or services.  As an entrepreneur and/or sales professional, that is one of the main reasons your business exists.

But the problem with focusing on making the sale at all costs is the tendency to become blind to the wants, needs, and desires of the client.

Understanding this mentally is easy, but actually catching yourself in the grip of this blinding challenge is another question entirely.

The sales profession is unfortunately set up to orientate and incentivize extreme laserlike focus on quotas at the exclusion of all else, such that the whole game of selling sees leads, prospects, and clients as a numbers game rather than a magnetic, spiritual practice.

You especially see the results of this institutionalized mentality near the end of every quarter.  At this time, you can feel the crescendo of feverish madness, as sales professionals neglect family, food, and fun in the quest for whatever financial or material carrot is dangling in front of them.

This, of course, is counterproductive.

On a conscious or unconscious level, people feel and are repelled by your desperation and have-to-sell-now energy.

I was talking recently with a salesperson who had actually bothered to find out what made his client tick.  He learned what he liked and had even given thought to the perfect gift that would be meaningful to this qualified prospect.

Unfortunately, he lost sight of this as the end of the quarter drew close and the sale remained pending.

The salesperson did not get the sale, and he attributed its loss to this suffocating “pushing” energy that motivated him to go against his intuitive sense to do the right thing.

So what to do?

1. Acknowledge and recognize the tendency to put the blinders on and to forget to inquire about, discover, and engage the prospect or client’s wants and desires.  Sometimes awareness alone is curative.
2. Make a commitment to build into all of your marketing and into your sales process a Client Attraction Plan that actually attracts (rather than repels) your Ideal Clients.
3. Use quotas for guidance and accountability, not as tools to support a winning-at-all-costs attitude.  Quotas should guide your actions and mark your progress, not override your values.
4. Enroll in my upcoming Get Your Year In Gear! Coaching Program where together we create and implement a Magnetic Client Attraction Plan that is fun, sustainable, and client-focused.
5. Have fun!

Another colleague is in the medical field and expressed how much he hates having to sell a client on another visit or series of visits.

It’s a common challenge.  “Sell” is a dirty four-letter word to so many solopreneurs — especially to those who consider themselves “heart-centered” entrepreneurs.

I can understand that.

No one likes the feeling of being manipulated, hounded, chased or hunted down by a too-enthusiastic (to put it nicely) salesperson.

However, provided you have done the research and are connecting with someone who needs and wants your services, clients and prospective clients WANT you to offer them your services.

In fact, if you know your service or product is the best thing for them and you genuinely are interested in their well-being, you are doing them a disservice if you do not market to them and make appropriate offers.

That said, selling the person is really the very last thing you want to be thinking about anyway.  When you go out on a first date with someone, do you immediately ask them to marry you?

(I hope not!)

What is needed is a specific marketing plan, where your prospect sees your message over and over again until they are ready to buy, ready to refer someone to you who is ready to buy, or they tell you to stop marketing to them.

Another possible purpose behind a marketing plan might be to establish and maintain relationships with colleagues, persons with specific industry influence, and referral partners.

In most cases, sales professionals give up too soon.  They don’t have a follow-up system in place that they follow regularly and consistently.

This may be why my friend wondered whether he was bothering people.  Without a system, all efforts to market or follow-up are random, at best, and you really don’t know when and how often you are following up with someone.

Besides that, if you don’t follow up regularly with people who have shown interest, they may forget who you are or that you provide the service they are looking for when the time comes that they need it.

People have so many choices about where to spend their money, positioning yourself so that you occupy a prominent place in their minds requires actively and frequently reminding folks in your target market about how you can solve their challenges.

Gary Keller in his The Millionaire Real Estate Agent points out that over 86% of buyers and sellers (in 2002) met with only one or two real estate agents.  “In the battle for real estate consumer mind share, you’re either first or second or you’re out of contention.”

With most consumers pre-shopping for homes (or anything else, for that matter) on the Internet, I’d wager that this is even more important today.

In almost every industry (not just real estate), there are tens or hundreds or thousands of people who do what you do.  How are you standing out and differentiating yourself?

How often are you reminding qualified folks of that difference?

People want you to educate them and make life easier for them.  They are so busy with family, work, and other obligations that if you give up out of fear of looking like the proverbial “used car salesman”, they will have already forgotten about you.

This personal example I’m about to relate is a little embarrassing because it illustrates how disorganized I can be (and I bet I’m not alone in the disorganization department!), but I’ll share it anyway.

Just last week, I met with Portland, Oregon-based Corporate Shaman, Jacke Schroeder.  For the last several weeks prior to that, Jacke left me several messages via email, social media and phone before I finally got back to her weeks later.

(I told you it would be embarrassing.)

Was I uninterested in connecting with her?  Did I feel she was bothering me?

On the contrary, I let myself become so consumed with who-knows-what-all that I didn’t respond to her efforts to communicate with me.  Still she (thankfully) persisted.

After meeting with her last week, I now know that she and I will be working together in some capacity in the near future.  I’m kicking myself for letting so much time elapse.

What an incredible loss for both of us had Jacke decided she’d had enough of my silly antics!  I may never have called her back!

I imagine all those prospects you let slip through the cracks may have a similar story.  With SPAM filters, multiple inboxes, and having to check multiple voicemail messages, who’s to say your potential client even got your last message?

Of course, no professional wants to feel like they are wasting their time.  Certainly, if a prospect tells you they are not interested (like unsubscribes from your newsletter, for example), I don’t recommend stalking them!

Craig Klein of Sell, Sell, Sell! suggests that sales professionals get to fire their prospects after following up with them a certain number of times without a response.  He even offers a way to do this via a voicemail script (complete with a downloadable pdf tip sheet you can print out and place right at your phone when you’re doing the “firing”!) you can drop right at the end of your follow-up system.

This, of course, assumes you have a follow-up system in place in the first place.

It also assumes that the person you are spending time following up with is really a qualified candidate for your services and likely needs and wants what you have to offer.

If that’s the case, if you do change nothing else, follow up!  Show your prospects you care and are thinking about them.

Your perfect clients WANT to hear from you!

Do you recognize any of these in you?

What small step can you begin to make today to improve?

1. You are desperate to make the sale. Just like the poor old (or young!) sap in the dark corner of the seedy bar starving for a date tonight, the desperate sales professional is guaranteed to go home alone.
2. You hate being sold. Buying and selling are two sides of the same coin.  People hate feeling manipulated, but LOVE being sold what they want and/or need.
3. You have low self-esteem. If this is your challenge, you’re not alone.  Check out my article on The Rapunzel Complex that drives the behavior of many business owners and sales professionals.
4. You do not truthfully see (or are not able to clearly articulate) the enormous value of the product or service you are selling. Without a high level of belief in your product or service, selling it consistently is not sustainable long-term.
5. You fail to understand or embrace the concept that selling can be a spiritual practice.
6. You refuse to define your ideal clients and target market because your service or product “can help everyone.”  This philosophy/approach wastes time, money, and energy.
7. You are learning (and relying on) sales tricks and closing techniques at the expense of real connection and relationship-building.
8. You feel squeamish about ‘asking for the sale.’
9. You don’t want to “bother people,” so you fail to follow-up consistently or at all.
10. You don’t have a clear point of differentiation, so you find yourself always having to justify or compete on price.
11. You have a poor or nonexistent sales process.

Today I’m committed to relaxing and essentially doing a whole lot of nothing (It’s my birthday!  Happy Birthday to me!!!), but first I wanted to share with a couple of key take-aways from Iyabo Asani’s awesome interview.

At first glance, any talk of “Inner Genius” appears on the surface as New Agey, wu-wu, or “out there.”  Certainly, it seems a bit far-fetched to equate something called “Inner Genius” with success in business and sales.

That’s why I was intrigued with what Coach Iyabo would say on the matter, especially from the perspective of someone who practiced law for over 16 years!

(Not exactly a touchy-feeling occupation!)

In essence, what Iyabo is talking about when she uses the term “Inner Genius,” is accessing the whole person in everything we do.  In other words, using Whole Brain and Whole Body Wisdom to make decisions and execute based on them.

Most people, Iyabo says, are working their businesses (and their lives) based almost entirely on information received from the Left Brain.  This source of information includes our reasoned directives on how and in what way we should sell our products or services.

Left Brain information is sequential, orderly.  It’s highly developed and where we do all of our learning.

However, says Iyabo, if we’re solely operating from the Left Brain Paradigm — which is based on our skills and talents and the acquisition of more skills and talents — we’re missing the boat because “Inner Genius” is comprised of 5 components, not just one.

They include:

1. Left Brain:  As noted above, the Left Brain is Scholastic, Logical, Linear.  Its mode of learning is rational, analytical and sequential, and looks at constituent parts of a thing or idea or concept.
2. Right Brain:  Right Brain thinking is creative and non-sequential.  It’s described as random, intuitive, subjective.  It synthesizes holistically and looks at “wholes” of a thing rather than “parts”.
3. Emotion:  Emotion is more related to Right Brain than to Left Brain, but is not thought of as “Thinking” at all.  It’s associated with feelings, in this “Inner Genius” paradigm.
4. Body:  Iyabo associates the Body Component with Energy Centers in the body called Chakras (“Chakra” comes from the Indian Sanskrit word meaning “wheel” or “turning”).  Each Chakra corresponds to a Value, says Iyabo.  So every decision or action in business or in life must also be aligned with the Body Component of Inner Genius.
5. Spirit(uality):  Iyabo offers that we are all spiritual beings and that ‘Connection with a Higher Being’ is essential to accessing all of each person’s Inner Genius in the business of business and sales and marketing.

Sound intriguing?

Want to learn how to more fully utilize Inner Genius in your life and business?

The replay recording is available online and as a free download at http://SalesSuccessSeries.com/iyabo/reg.html, where Coach Iyabo offers concrete examples of how to use Inner Genius and answers listener’s questions live on the call.

Now off to more birthday fun!

I also mentioned the challenge real estate agents have distinguishing themselves from every other real estate agent in the market.

Can you relate?

For most in the sales professions — including mortgage brokers, financial planners, car salespersons, real estate agents, etc. — positioning and differentiation are challenges…..and so is patience.

I think one of the biggest issues people in sales have with their marketing is lack of consistency.  A case in point is that in the last 6 months, I’ve received maybe 20 different mailings from real estate agents in the form of “personal” letters and postcards.

And that was from 20 different agents!  Do you think I remember the name of any of them?

Gary Keller in The Millionaire Real Estate Agent quoted NAR statistics that basically boiled down to the fact that in the mind of buyers and sellers, they only have room for one or two real estate agents.  This means that your goal is to be number 1 (preferably) or number 2 in the minds of your potential clients, or else you’re out of the running.

How do you do this?  Well, not by sending a postcard once every 6 months!

A couple of years ago, I sent out three postcards (the same, identical postcard) to a targeted list, spaced out over a period of about 10 weeks.  Just 2 days after the third mailing, a woman phoned me excited that she just received my postcard, it was just exactly what she needed, and inquired why hadn’t I sent the postcard sooner.

The truth is that I had sent her the very same postcard twice before — and she probably gave it at least a cursory glance both of those previous times — but it was only the third time that she had actually taken notice and read it carefully.

Whatever lead-generation and marketing strategies real estate agents are using, the key to occupying the first or second spots in the minds of consumers is developing and implementing a solid system or frequent and consistent contact.

People are so bombarded with junk and offers and mailings, it really takes more than what you probably are doing to encourage your ideal clients to remember and think of you when they are ready in the sales cycle to buy.  When they’re ready, you want them to buy from you!

On the matter of systematic marketing, Gary Keller introduces “overkill” as the approach real estate agents should take.  “Why?  Because no matter how much frequent and systematic lead generation is emphasized, most real estate agents still tend to underdo it.”

Does this describe you?  If so, it may be a key reason why your marketing — however polished and targeted and magnetic it may be — may not be producing the results you desire.

Any relationship takes time and effort and consistent follow-up.  RISMedia posted an article last summer that addresses this, and it concludes with 5 ways to develop a marketing relationship with clients.

(The tips are courtesy of Simon Payne, marketing expert and creator of ReadyToGoNewsletters.com, designed and marketed to/for real estate agents.)

They are:

1. Develop a way of communicating regularly with people, using print newsletters, e-mail newsletters, postcards or greetings cards. Write and design communication devices yourself, or choose an off-the-shelf product.
2. Make sure to provide valuable, interesting and entertaining information to prove your expertise and to be of genuine service to your clients and prospects. Beware of cookie-cutter newsletters that don’t allow you to customize the content. To build a genuine relationship with your farm you need to provide relevant, personal information to your readers.
3. Communicate on a regular basis-at least every month-in order to build and maintain that relationship. People have short memories, so it’s important to have a continual presence in clients’ lives to maintain a strong connection with them.
4. Be aware that building relationships with householders in your farm and with clients is a long-term project — keep communicating with them on a regular basis for months and years to get the best results.
5. Understand that marketing is an investment, not a cost. If, for example, you close just one transaction per year as a result of your newsletter program you will have paid for it many times over.

This question was put to her (and 6 others) by Mike Damphousse, who sought various perspectives on what he should do after discovering that a prospect had apparently visited Mike’s web site.

This situation is similar to what sales professionals everywhere encounter in some form or another.  “What do I do next?”

Regarding the prospect that visited his site, Mike asked

How aggressively do I go after them?  Do I pounce immediately? Do I pause and call shortly thereafter? Do I just nurture them? Do I wait a couple days then call?

(You can read the responses the various sales and marketing authorities offered, as well as Mike’s assessment and final analysis by clicking this link.)

For her part, Jill Konrath said that this was a great question.  I, however, believe it is entirely the wrong question.

It unfortunately comes out of an old “I got a live one!” mentality, rather than authentically considering what the potential client might want or be looking for.

(“Do I pounce immediately?”  Good Grief!  Pouncing and Selling should not be uttered in the same context.  Neither should the word “aggressively,” in my opinion.)

A better question is based on what I know now, how can I engage the prospect in a conversation and/or add more value to their experience so that I better understand their needs, wants, and desires?

I think the technology that tracks what a web visitor is doing, what they are clicking on, and how long they remain on the site is great.  We should be looking at these behaviors in order to enhance the visitor’s experience, to magnetically attract them rather than cause them to feel they are being targeted or hunted or pounced upon.

I am no web guru by any stretch of the imagination (I don’t think they make elastic that stretchy!), but I do know that there is much in the way of interactivity that can be added to a site, based on individual web visitor behavior.

Examples might include strategically-placed polls or surveys, live or semi-automated chats, invitations to interact further on a blog or twitter, or even a page that pops under after the page is closed asking for feedback on what drew them to the website and what would encourage them to visit again (or an offer to receive a newsletter or white paper or some other information product).

It seems to me if a company is already tracking web visits in real time and analyzing behaviors, it should also be thinking about how it is going to serve those visitors.

Remember the choose-your-own-adventure books?  When my sister was a kid, reading was not her favorite pastime, but she LOVE the choose-your-own-adventure books.

Why?

Because they gave a sense of interactivity and choice.

Our prospects likewise want to choose their own experiences with our product and service, based on how it makes them feel.

We facilitate this not by pouncing, but engaging.

To his credit, Mike did note in his article that his intuition told him to engage the prospect by nurturing the relationship rather than pouncing.

Moral of the story?  If we desire to magnetically attract perfect clients, asking ourselves questions based in a how-can-I-serve foundational framework will yield the best, most productive answers.

After all, selling should not be merely transactional.  Instead, at its best, selling is about creating a valuable, long-term, magnetically attractive relationship.