As salespeople, we need to be able to stand out from the crowd. I have seen a lot of gimmicks over the years that salespeople have used in order to be more memorable to prospective clients. They have run the gamut from salespeople bringing in homemade brownies, wearing quirky bow ties, or even handing out bumper stickers with their faces on them. The problem is that gimmicks only work for a short time, and they do not often create a lasting connection.
So, what should you do if you want to make a lasting impression on a prospective client and you only have a few minutes to do so? You should ask your prospective client a question about how he or she became successful. One of the most valuable things I have learned over the years is that people love to talk about themselves. Doing so gives them a feeling of warmth and camaraderie towards their conversation partner.
How do you get them to share their story with you? You can ask them, “I see you started your business back in the year XXXX. You must have had some exciting and challenging times to get this business to where it is today. Can you tell me what prompted you to start your company? As you look back over the years, what do you believe is the reason that it is so successful?”