Inner Circle Sales Lesson #6: Visibility
When you are out of sight, you are out of mind. It is your job to remain in the picture over the long haul without appearing obnoxious, pushy or arrogant.
When you are out of sight, you are out of mind. These are not my words, but they do get my endorsement.
And if you want to talk to me … if you want to call me … if you want to get to know me … the ball is, and always will remain, in your court. If I want to talk to you, the ball is in my court.
People today are not very good at thinking so they allow others to do it for them. When you say “elephant,” I picture an elephant … just like you are doing now. I say dog. You see a dog. Until I remind you again of an … elephant.
But it is not about pictures of animals, it is about you and your company and your service. The key, the secret, the magic formula lies in the talent to get your name and service to pass across my mind without appearing obnoxious, manipulative or pushy. A formidable task at best.
I would be doing you an injustice if I didn’t remind you of the Rule of 7 right now. You remember … “seven contacts in each 18-month period.” This is the rule that reminds us of the importance of consistency. “Out of sight = out of mind.”
How can you keep appearing in front of those prospects and customers who are meaningful to you without coming across as a jerk? Let me count the ways:
2. Personal notes & letters.
3. Phone Calls.
4. Company E-zines.
5. Periodic Newsletters.
7. Text Messages (I hesitate to suggest this one but I suppose they are the sign of the times.)
Regardless of your choice of delivery (irregardless is not a word. Dump it from your vocabulary) you must come across with sincerity and with brevity. No long-winded diatribes are needed in this case. Just be you. Say what you want to say, and giddy-up.
Visibility. This concept is more important than you ever imagined. When you are out of my sight, you are definitely out of my mind. You must think about ways to remain in the picture.
EXERCISE: Choose three methods that you feel comfortable with to help keep your name in front of both prospects and customers. Then select one of these three and draft a plan-of-attack … now … today … right now.
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