->-> Everything starts with the “nod factor”
Do you ever get into pointless exchanges like this?
THURSDAY
P**** U**** 5:16 PM
Hi Drayton,
Thanks for accepting my connection request, it’s great to have you in my network. I hope you’re having a productive 1st half to the week.
It would be great to hear more about askdrayton.com and your role within the business. Alongside this, tell you a little more about Weppsol and the work we do here. We’ve worked with numerous companies across Europe and the UAE, providing various web development services, including reliable in-house web portals.
If you’re interested, with your permission, it would be great to book in a quick chat.
Have a great Monday,
P*****
Comment: Insincerity does not make you like people, let alone want to talk to them. He doesn’t give a hoot about my productive week. Or how great my Monday will be.
FRIDAY – Drayton Bird 2:05 PM:
Why don’t you look?
WEDNESDAY – P**** U**** 1:01 PM
Hello Drayton,
Not sure by what you meant? Can we have chat to discuss this further and know more about askdrayton.com and how we will be able to generate more leads by making the necessary changes in the website and making it more interactive.
Comment: “Time spend on reconnaissance is seldom wasted” – military maxim. “Why don’t you look” is not exactly a cryptic suggestion.
What has this, you may ask, to do with successful selling?
Very simple.
To succeed you must get your victim to agree with something. Anything will do better than nothing.
Just say something your reader – or viewer or listener – finds it hard to disagree with.
It’s your first essential step in persuasion.
Once you have gained agreement you simply have to gain a series of agreements … until at the end your prospect is conditioned to agree.
I’ve always called it the nod factor.
You can call it what you like.
But if you want to know more about the secrets of selling anything to anyone here’s a suggestion.
Then you really can pick my brains – for as long as you like about anything you like.
Too good to be true?
Here’s what Randy Hillman wrote to me the other day:
[…] I have been asked by my golf course pro to draft and send solicitation letters to local businesses offering them the opportunity to get their businesses noticed by some 24,000 fat cat golfers who play our club each year. The idea is to get them to place their business info on small placard-style signs mounted to the numbered Tee posts at the edge of each teeing ground, 18 in all.. I was hoping for an example of how to write a letter that encourages business owners to advertise on location in places where people spend their leisure time… Thanks.
So I replied
Hi Randy,
As you’re an AskDrayton member I will give you my advice.
The secret I think would be to write a letter which says “Here’s an easy, sure-fire way to reach the people who matter most to you.Who are they? People with lots of money? What do they do? The same thing as you: they play golf.
So why not meet them on the course?
And Randy’s response?
Well, thank you. You’ve just given me three ideas for leads.
Obviously, the one that I DON”T want to use is the lead that says I’ve been asked by my club to solicit you. Will you comply with my request?
I feel that I’m beginning to understand writing from the subject’s perspective.
Your response is helpful and much appreciated.
Is he an exception? Was I just on good form that day?
I solved his problem. Could I solve yours?
Fair deal?
Best,
Drayton
