Strategy #6: Grab a Pen that Writes
When I speak, I always say, “Grab a pen that writes.” Make sure that you have an extra pen with you and even an extra notepad, especially for those of you that are hosting your own events or sales presentations. When I speak, I always have at least twenty-five pens in my bag. Why? Just in case someone doesn’t have a pen. I want to keep them engaged in the presentation.
When you are presenting to someone with nothing to write with or nothing to write on, it’s great to be able to hand them a pen and a piece of paper or a notepad. It works even for those in real estate. If you are out showing a home, you can give your potential buyer the opportunity to take notes about what they like best about the house and write down questions that they may have for you after the showing.
When you give somebody the opportunity to write down any question, concern, or objection, that means you are opening up the door. You are not trying to hide something. It goes back to the foundation that you have an ethical, moral product. So, when you give someone a piece of paper and a pen, guess what? It shows that you are confident enough and you believe in your product or service so much that when you conclude your presentation, you feel comfortable and you are looking forward to answering any questions or concerns that they may have. That goes back to self-belief. Fear of success gets replaced with belief in yourself and your product, service, or business.
I can see so many people at events saying, “Man, I wished I had a pen. I wanted to write that down. I forgot what you said.” If this is you, then you have to get focused. You can’t afford to miss an opportunity to take notes or write down important information that you know you won’t remember later. It’s not only common sense, but a very simple yet highly powerful business strategy that will increase your sales ratio.
Always have a pen and paper. Consider those things part of your “sales uniform”. Wouldn’t a football player look foolish going to play a game without his helmet or a hockey player being on the ice without his hockey stick? It’s basic equipment for the sport of sales and marketing.
Strategy #6 Champion Tip: Always have a pen and notepad handy to give to the potential client and advise them to write down their questions or concerns about your product.