“One demonstration is worth more than a thousand words. If possible, let the customer perform the demonstration. Let the customer help you make the sale” – How I Raised Myself from Failure to Success in Selling.
I look back at all the one-on-one meetings I’ve been a part of over the last 9 years and only remember one meeting where I was invited to participate in what the other person was describing. She was a representative of Send Out Cards and during the meeting, had me send a card to myself so that I could see how easy the process was. A few days later when I received the card in the mail, I was very impressed! I became a Send Out Cards customer following that one-on-one.
Would I have become a customer had she not turned her computer over to me and had me send myself a card – and then witnessed first hand the joy in receiving a high quality card – probably not. She involved me in her demonstration and as a result, gained a customer!
When you are talking to potential customers, how can you engage them in what you are talking about? How can you demonstrate your products and services and involve your potential customer in the demonstration?
People will remember what you show them – and involve them with much more than they will remember your words!