Getting 140 different personalities to buy into my vision using my P.I.E. experience.
As I’m waiting around for several thousand RAW files to convert to JPEG so I can edit chapter two of the eight chapter sequences of the time-lapse project I wrote about here, I thought I’d write about my personal approach to improving my sales techniques. I call this process P.I.E., or Practice Interpersonal Exchanges. What does this mean exactly? That is the purpose of this post.
I know a lot of SECP’s are loath to sell, ask for what they are worth or even manage their cash flow. (assuming they have one) I know that my profession is commercial photography but my business is selling. To that end I take every opportunity I can to practice interpersonal exchanges with store clerks, gas station cashiers, waitresses, students, executives, parents, kids, photographers, the list is by no means limited to what I’ve identified here and of course it also includes my clients. I practice speaking, during phone calls, emails and letters. I practice, practice, practice.
I’m good at what I do because I practice. A lot. I have a temper and it can project me in negative ways if I’m not careful. So I continue to practice and see every interaction as a way for me to work through my issues and in turn get closer to my goal of developing better patience and understanding of the other party’s point of view. A good thing to be able to do when it comes to selling oneself is the ability to look at oneself from a holistic reference point to see the entire whole and not just the task directly in front. Basically everything connects and deserves to be respectfully supported so that the foundation is strong.
By putting my P.I.E. into practice I remind myself of who I am and where I’m trying to go. This is a good thing.
Some of the areas I practice are: saying hello to a stranger and asking their name, listening appropriately after asking a question, listening appropriately while the person is speaking (it’s important to them don’t forget), saying their name back to them ASAP, thanking them for their time, speaking clearly and slowly when leaving any type of number in a voicemail.
One of the things I particularly like to do is to call attention to a job well done. A customer service rep on the phone, a waitress, a student, even clients get this treatment. I’ve even go so far as to call back a company to say thanks when something that has been promised to me comes through. The person is surprised and grateful for the recognition. Apparently this type of P.I.E. doesn’t happen to them very often. I am glad to oblige, it makes them feel good and I get better at speaking to others. And that is what selling is for me.
Are you ready for some PIE?