Are You Selling To A Logo? Or Selling To A Human Being?
Engaged in friendly, spirited banter with a business associate the other day. We had just returned from a trade show radio gig, and had 50 radio interviews with CEOs to edit. Naturally, we split the batch in half.
And naturally, we each named and organized our respective batch of files differently.
My associate? Named the files according to the company name. Me? I did it based on the name of the person interviewed.
You would most likely have your own naming convention and style…one that would most likely work just fine for you.
But the point of this article is to make you think a bit about who you are actually selling to…
We are selling to human beings, right?
I don’t make a phone call and ask, “Hello, is Acme Chemical there?”
No. I call and speak with Mr. John Smith.
FULL DISCLOSURE: There is no wrong way to name files and store them in your system. At the end of the day, do what works for you.
But…
I think we need to remember that we are, in fact, selling to human beings. And we ought to go out of our way to remember that, and act accordingly.
I hope at sales meetings, your sales manager says this: “So, did you connect and have a good conversation with John Smith today? What can we be doing to help him out?”
Instead, I fear, most sales managers are asking the following: “So, any movement on the Acme Chemical account?”
This may be a little thing at the end of the day. But, no actually, I think it is a big thing. I think mindset matters…
I think too many people look at a logo and company name first, before the humans. I think it is wrong that first, you must enter the company name on a CRM, instead of the person first. I think too many people want to feature fancy schmancy logos first, before showcasing the interesting humans they are interacting with.
And yeah, I get it. Saying that you work with Fortune 500 companies has a lot of pop. But talking about them, instead of the John Smiths of the world, sure doesn’t inspire and move the humans on the other side of that logo… John Smith is making things happen…not the logo.
I don’t know, maybe at the end of the day, it doesn’t matter how you name files and store them.
Or maybe it does… What do you think?
Continue reading here: The Blogging Vs. Doing My Job Conundrum | 10 Ways Around It
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