#117 Babies Need Milk

But before we get into the podcast today and I tell you why I’m talking about babies and milk on a sales podcast, I want to be sure you know about a new workshop that we are having on Saturday, July 29th from 8a–10a Pacific time. This is a new workshop where one of our Sales and Leadership coaches, Stacie Johnson is going to be talking about implementing change. As a leader this workshop is going to help you effectively communicate changes without getting crazy eyes or cuckoo for cocoa puffs- you know what I’m talking about. So whether you’re establishing new processes, policies, culture, working on how to help customers too, or any other changes that might be happening in your business. You’ll want to join us. So if you’re ready for change and want an easier more effective way to make that happen be sure you register for this workshop at emergesalestraining.com/change

Happy Saturday podcast listeners!! Today I’m excited to share with all of you a little nugget that I’ve used with several of my one on one clients that I hope you might find helpful in your business too. So what do babies and milk have to do with sales and why the heck are we talking about babies again on this podcast?

As we learned in a previous podcast with Tasha, sales babies (aka new recruits) come from the conversations you are already having with your customers. I wanted to expand on this a bit further and argue that most of the customers we speak with aren’t just sales babies, they’re just babies. And I don’t say that to come across demeaning in any way, I say that to help provide some perspective and clarity on how we can more effectively communicate with them. So I want to take you back….way back… back to a time when you knew nothing about your product and when you had never heard of the company you work for because it’s important that we have a clear message that applies to most people and I think it’s fair to say that at this point you aren’t “most people.” I mean, let’s be honest, here you are on a Saturday morning with a pop tart in your hand, sipping on coffee, listening to a podcast about sales and leadership. But in all seriousness, you choose network marketing as a career and so chances are you’re not the average joe. And so why go back to when you knew nothing? We need to remember that our customers may not know or understand things just because they’re obvious to us… because they’re babies.

I want you to think about a baby and what they’re basic needs are… my daughter is almost 2 and my son just turned 5, but I can still remember those sweet infants I brought home and while they may have been a ton of work, in the beginning, they really didn’t require much. All they needed was sleep, someone to keep them clean and dry, milk and someone to love on them. So while we think infants are super complicated, when we break it down, at the end of the day, babies just need milk.

And so this is where our customers come into play. Our customers are like these precious infants we’re bringing home- you have been chosen and entrusted with their care, they don’t know what’s best for them, you do. They also are young, immature, and can’t digest things like optimal cellular function, reducing toxic load, aromatic compounds, the list goes on and on… I know you know what I’m talking about. When we start rambling off phrases like this and going down that rabbit hole, it’s like trying to feed a newborn steak and potatoes. Newborns don’t have teeth, they can’t chew it up and their little bodies are not even mature enough to digest it- they need milk. THE BASICS. Our customers need the same thing and it’s our job to be sure we’re not trying to feed them a four-course dinner when really all they need is a bottle and someone to love them.

So there are 3 key tips I try to stick to when communicating my message:

1)Talk like a 4th grader I know this isn’t a new concept for a lot of you, but it’s a slippery slope and it’s so easy to get off course and not even realize that you’ve drifted. Using your company speak, terminology or big words make things more difficult to understand. Instead, try to use metaphors, analogies, and things that are common place to help simplify your ideas/concepts/message.

2) Cut it out Simplifying can often be easily achieved by showing less, talking less, or doing less. Less is always more. So talk less and listen more. Show them fewer alternatives. Once you get a head-nod, that is a clear sign that you are good to move onto to the next thing. Try to use shorter sentences and steer clear of over elaborating on a specific subject so that the person you’re speaking with doesn’t have to spend so much time trying to remember and understand what you said.

3) Stick to the basics It can be easy for us to get caught up in all the things we know now which can result in making things more complicated and overwhelming, so when this happens, stick to the basics.

Really this boils down to KISS… keep it short and simple. Remember that at the end of the day, your customers are like babies and all they need are the bare necessities to start they’re really not as complicated as you think they are. All they need is milk and someone to love them. When you do this, there will be plenty of time for steak and potatoes later. So while all of this may have been a bit on the silly side, I hope that before your next conversation you’ll think through what it is that you’re planning to say and what you’ll be serving up. Have a great Saturday and I’ll talk to you soon!

Also, if you did not know by now, we are introducing a BRAND NEW Workshop on July 29th, Implementing Change. If you want to bring change to your team, but don’t want to see their eyes glaze over at the mention of change, you NEED to join us! Register Here: emergesalestraining.com/change