Selling

Alfred Hitchcock was scary!

Hugh MacLeod

You may have never seen a movie by Alfred Hitchcock, but most of us will know that he had a fantastic ability to scare us in his movies.

Alfred Hitchcock was an English film director and producer, widely regarded as one of the most influential filmmakers in the history of cinema. Known as “the Master of Suspense”, he directed over 50 feature films in a career spanning six decades, becoming as well-known as any of his actors thanks to his many interviews, his cameo roles in most of his films.

We may not be like Alfred and we may not have the ability to write stories like he was able to. However we all are walking stories ourselves. We only have to be good at telling our own story.

Recently I attended a business event, where there were 3 keynote speakers and then those speakers were joined by another 2 business people to form a panel, which allowed us to ask questions of them.

I noticed that during the keynotes the speakers were very formal, business orientated and quite frankly boring.

But during the panel Q&A session they seemed more relaxed, were more authentic and actually often very vulnerable. They appeared more human, more real and not so fake.

Sorry, yes, their keynotes were fake and in fact most keynotes are fake. When you’re invited to do a keynote, you immediately feel that you have to impress the audience, share something so great about yourself so that the audience ‘buys’ you.

Actually being more human, authentic and vulnerable means the audience buys you instantly. Sure add some suspense like Alfred did, make them suffer a little, but do it in a way that’s real.

Happy screenwriting!

Michael de Groot

The Customer is King (Queen)

The customer is King (Queen)…but only if it suits us.

Corporations, small, large and micro are after one thing, your money!

Whether you are selling to consumers, involved in business to business dealings, selling on market stalls or an ecommerce hustler, you exist primarily to sell something in return for money.

That money pays for your expenses in trying to sell your stuff and then pays you and your employees’ wages so they can live in happiness.

Wrong!

Money doesn’t make anyone happy, it has been researched many times over, sure money helps, but it doesn’t make anyone happy as such.

Even Kings and Queens through the ages who’ve had it all, fame, power and money, but the one thing they didn’t have, guaranteed happiness.

Even making your customer King won’t make them happy either.

We often believe that in order to keep loyal customers we need to make sure they are happy and go out of our way to make sure they stay with us. Corporations go through huge expense in making sure that clients stay with them. They wine and dine them, organise events for them to attend, free tickets to sports matches and all in the hope and desire that they will stay with them for a lifetime. After all a loyal customer is a sure bet for profits.

And all those activities just make your products and services more expensive and inevitably increases the sales price to them, at which point they start looking elsewhere.

If we truly believe that the customer is King (Queen), we need to provide a fair price that sits well with the client, is competitive, honest and transparent. No frills, no extras, no entertainment, presents, gift cards, corporate hand outs, just honest and authentic business.

Practice this with outstanding customer service at every step of their journey and they will be a loyal customer for a very long time. And if the price hurts at any stage, tell them to speak with you and you will do what you can to assist them even on a temporary basis and they will do the same for you too. True partnership.

Happy selling!

Michael de Groot