I was talking with someone in my network the other day who said something along the lines of “Let’s say your company was a company that used our type of product which I know you don’t” I stopped him and said “I have 3 companies that are resellers of that type of product so actually we might be a very big user of that type of product.” He appeared to be in a hurry that day and hurried forward with the point he was making.
No further questions about what I said.
It was never brought up again.
My point here isn’t to bash a friend its to illustrate a much bigger point that we are all guilty of to some extent.
Familiarity!
When we are familiar with something, it tends to blend in with the landscape.
Here’s a quick list of “familiar” things to get you thinking:
1) Your Social Network. Sometimes we are so used to “friending” that we fail to transition. Or perhaps we can be so concerned with what we think is appropriate that we just don’t bother. I think I speak for everyone when I say that we aren’t here to hold hands and sing freakin campfire songs. Just sayin! Besides a “screw you” from a friend is always nicer than a “not interested” from a stranger 🙂
2) The businesses you pass on your way to work or when you are racing to an appointment. Things always blend in with the landscape when we are in our “Pre Game” mode. Tip: Use a digital voice recorder to make note of the money you are passing!
3) The businesses on your prospect’s/client’s block or building. This is actually a brilliant time management technique in disguise. Having more clients on the same block saves mucho windshield time. Tip: Get in the habit of doing a “T Formation” . . . this is when you knock on the door to the right, to the left and across the street and viola you turn each appointment into 3 additional suspects. The other thing you can do is use your camera phone to take a picture of the building directory. Way to generate mega leads bro’chacho!
4) Your backyard. I’ve seen people fly all over the damn place, and yet there was a gold mine in their back yard. Not bueno!
5) Your Friends, Family, Other Parents. One thing the insurance industry has a choke hold on is the idea of creating a list of everyone you know starting with your family. Once again, we are so busy trying not to be “that guy/girl” that we don’t go there girlfriend! The best part is that many of them might be already buying what you sell and have concluded that the person they are buying from is an A Hole. Think about that and get over there and offer your “A Hole Free” guarantee! Unless, of course you can’t make that guarantee which is just wrong altogether!
I have one more (and its a mammoth one dude) but its gonna have to wait until Friday!
Meanwhile, what are your thoughts about familiarity breeding no attempt?
