076 The Invisible Touch – The Eight Keys to Lasting Relationships – 1. Natural Affinity
The Fourth Key: Relationships – Enough About You – Let's Talk About Me
I'll keep this pointed at "me" the way Harry Beckwith does in his book The Invisible Touch, so you can see how this feels to YOU (and then I'll change it at the end of the post… stay focused for that!)
When I worked for Jackson-Cross Company selling investment real estate, one of the messages I was told to communicate (when I was the Vice President for Marketing and Planning) was that the company had been doing business since 1876.
Wow… that's a long time.
And the files were filled with photographs from earlier in the 20th century to prove much of it.
And some of the work done around Independence Hall in Philadelphia, PA USA (like appraising lots of houses so they could be torn down to make way for the National Park Services's Independence Mall area) was legendary.
And in later years, the company appraised the Penn Central Railroad in the largest real estate appraisal assignment in history.
But who cares!??
Do YOU care? Would you care if you had a property to sell or an appraisal assignment you needed finished?
Do you care about those who are no longer with the company, many of whom are no longer even alive?
OR… do you want to know what the company can do for YOU?
Hey, when someone wants to provide ME with a service, I want them to talk about ME… not some dead guys from the previous century.
And do I care what their president said in his last Thanksgiving proclamation OR that they keep all their profits in the local city and don't send it back to headquarters miles away?
Nawwwww… I ONLY care what they can do for ME. Tell me about ME, please. Show me why I'm important.
And don't you see that that is how ALL clients really feel?
They don't want to be a number. They don't care what your logo font is or the color palate you select to help with the graphic image of your company.
So THAT is what is meant by Let's Talk About ME!
Put yourself in your clients shoes, know he wants you to talk about HIM/HER.
Do that, and you'll create a good relationship. Talk about something he/she doesn't care about, and you might as well be talking to the wall.
And now – leave me a comment here to tell me what YOU feel about this!
Best,
Charlie Seymour Jr
Blogging, Podcasting, Consulting
The Invisible Touch – A Marketing Blog Series By Charles Seymour Jr
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Keep this with this article, please:
Charlie Seymour Jr is an entrepreneurial evangelist and marketing-success coach helping individuals and companies (up to $100MM) explode their success through online and personal-touch marketing. He specializes in blogging, podcasting, photography, video, and Facebook applications. Visit his blog at http://bit.ly/24eYTO to learn more about his successes.
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Fallacies of Marketing
076 The Invisible Touch – The Eight Keys to Lasting Relationships – 1. Natural Affinity-Enough About You – Let's Talk About Me
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