For the last 15+ years, I have always ended meetings with prospects with something I call “Resource Positioning”.
“Resource Positioning”, in it’s simplest form, is an invitation for your prospect to utilize you as a resource.
Pretty basic stuff, right?
Not really . . . most people don’t do it and yet it can
– Encourage people to call you when they have questions
– Keep you top of mind
– Position you as an expert
And even keep doors open when you are rejected!
Here’s what I say:
“Mary (say this to someone named Dan and you might get your ass kicked) please feel free to consider me a resource and don’t ever hesitate to call me if I can ever provide you with answers, thoughts and ideas.”
Obviously, you should tweak this to fit your style but just make sure you make it clear that they should never hesitate to call you.
Resource Positioning is about making it easy to leverage something we don’t always sell properly . . . YOU!
But wait, there’s more . . .
Don’t you dare use “Resource Positioning” exclusively in new business appointments!
How about during networking?
How about at the end of those “get to know you” calls with people in your social network? You are having actual conversations with them, right?
How about using it somewhere in a “Thank You” note?
But wait, there’s still more . . .
This is a brilliant way to keep a door open, when you lose a client or lose an opportunity with a prospect. I mean, its probably safe to say, that they would feel funny calling you, once they told you “No thanks”, right? So why not kill that awkwardness, right quick, by leveraging the awesome power of “Resource Positioning”!
And perhaps its even a way cool way for me to end my blog today . . .
Please consider me a resource and reach out to me if I ever may be of help you and your sales team paul@yoursalesplaybook.com
We’re going to be talking a whole lot more, about how you can stand out, during our new webinar;
How To Dominate In A Competitive Environment.
Have you registered for it yet?
Here’s What You’ll Gain By Attending;
15 Ways To IMMEDIATELY Set Yourself Apart and Position Yourself To Be The Front Runner!
What To Say/Do When Your Prospect Wants To Take 3 Bids.
5 Ways To Keep Your Prospect Engaged and Focused On YOU; Even Between Meetings and Phone Calls!
How To Maneuver Your Competitors Into A Defensive Position, Without Badmouthing or Getting Dicky!
How To Competitor-Proof Your Book Of Business
You will also learn how to create propinquity (go ahead and look up that word, I had to) so you can ACCELERATE the “courtship”!
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