We’ve just returned from the annual NACAC conference where
we had a chance to speak with plenty of vendors pitching us products or
services they think can help our business.
We’re not buying any of them because most of their pitches sounded like
this:
Here’s why you need this…
Lots of other people are using us…
Let me tell you why this is so revolutionary…
When you pitch your product or service like that, you’re
making it all about you. And that’s not
going to change someone’s mind.
How could you possibly know what I need or want if you
haven’t asked me a single question about what we do and how we do it? Why not ask smart questions, listen to the
answers, and let me tell you what my problems are. Then you’ve got a chance to tell me how you
might be able to help.
Whether you want someone to buy your service, or a student to
consider a particular college, or a teacher to let you do an independent study,
you’re selling something—a product, an idea or an opportunity. Start by asking and listening. Find out what their challenges are before
you sell why you can help.