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Using Images & Metaphors in Sales!

What you stand to lose by not using metaphors in your communication?

Before I get to that, let me talk about what happens in a typical sales process.

We generate leads, qualify them, nurture them & when the timing is right, we take them through the sales process. We expect to move that prospect from stage 1 to final stage of the sales process by qualifying them at every stage & by generating sufficient interest on our products. Most of us tend to forget the buying process of the client or do not think about aligning with the prospects’ buying process. Deals fall apart. If we are lucky, accidentally everything falls in place and we win the order.

To create an emotional bonding with our products just like how a magnet attracts iron, we need to use some techniques. Branding is one. One of the tools of branding is communication. And metaphors are an important part of communication.

If you look at any High Value Sales, you can’t miss the images. Without images, Sale does not happen. Think of a home – a villa or an apartment. Ask the sellers/builders to try to sell without using any image. They cannot.

  1. Their print ads consist of images.
  2. Their TV ads consist of pictures/video of their beautiful properties.
  3. Their websites host videos too.
  4. Their brochures are full of beautiful pictures.
  5. Apple understands this well & they use stunning images.

For those of us who sell high value items that are not tangible, like for example, Software Services / SaaS, we can either show some images from our previous work / show some end user screens from our SaaS product. Alternatively, you can use word imagery, in other words “metaphors” to create images in the minds of our customers.

For example, if you are selling holiday resorts, you may want to say this to your prospective customers: “Leave your jewels in your bank lockers; we will give you stars to admire.” That’s a metaphor your customers & prospects will remember whenever they see you.

Happy Selling!

#b2bsales #metaphors #kkrocks

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LinkedIn Char limit for Posts!

Did you know this?

Some changes in LinkedIn Posts.

It is not anymore 1300 character limit for Posts. You now have 3000 characters to play around with. What a relief. I had to express with less words so far. I had to look for words / sentence construction in such a way that I express the maximum in less words. Brevity. Not anymore. I had to change the “and” to “&” and [phew] the numbers to numerals – for example “two” to “2” etc. Sometimes, I had to forego the grammar. At times, I had to write one word sentences.

You have such a huge space now. What will you write about? Please comment.

#LongFormPosts #brevityisnotthesoulofwit 🙂

#b2bsales #happyselling

#happyselling #b2bsales #kkrocks

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You know sort of…

“You know sort of”

A colleague was drawing lines in the scribbling pad given by the resort while the sales conference was on. He was drawing four lines and a fifth one slanting and making it a bunch of five lines so that it would be easy to count later on.

He was drawing a line whenever our chief [Managing Director & CEO at that time] said / repeated “you know sort of”.

Those are called fillers.

You can hear these fillers often, in Zoom calls & Virtual conferences these days.

My son’s online classes are such a big nuisance. There’s a girl in his class who makes it a point to say something every minute. And it is so annoying because of her fillers – “eh eh umm eh ah”.

Years ago, I gave a talk [extempore] at College on a Republic Day and I was lost in between for the right choice of words. I used gesture to fill the gap. That turned out to be a pause during a speech. The pauses are so powerful, I read later.

These fillers are,……wait……..”you know sort of” a pain.

My colleague, at the end of the conference, counted the lines and found it to be 1131 lines. That is, our CEO had used that phrase [or filler] that many times during his talk. A big round of applause, please.

Did you like reading this post? Show your love by clicking on one of the buttons that are made lovingly by LinkedIn, just for your use. That will help me share such snippets from my life more often. Even if you don’t show your love, I will still share them. Because, I love writing. 🙂

#freestylewriting #unofficial #funatwork

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LinkedIn Top Voices 2020: India

LinkedIn Top Voices 2020: India is out. In case you missed it, you can view it here:

https://www.linkedin.com/pulse/linkedin-top-voices-2020-india-abhigyan-chand/

In a world where people, ask you to double tap for a surprise or copy paste others’ stories or narrate stories about how they gave a job to the most deserving candidate or ask you to click on these icons – “like” or “celebrate” or “support”, if you like working from home or office or both, here is a list of people who genuinely drive engagement on their posts with their insights and tips in their domain.

If you are not following them, you should, depending on your interests.

LinkedIn has released Top Voices 2020 in various categories:

  1. Data Science and AI
  2. Design
  3. Education
  4. Entrepreneurship and Small Business
  5. Equity in the Workplace
  6. Finance and Economy
  7. Frontline Health Care
  8. Frontline Retail
  9. Job Search and Careers
  10. Marketing and Advertising
  11. Sales
  12. Sports
  13. Technology

Also, LinkedIn has released lists region wise.

Here is the complete list: https://www.linkedin.com/pulse/linkedin-top-voices-2020-meet-professionals-driving-todays-roth/?published=t

#HappyLearning

#HappySelling!!

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Be Inspired! But don’t copy!

My #content was stolen. [Why am I not happy about it?]

By a Director, Solutions and Services of a computer hardware company that’s also into Doc imaging. The Director is based in California & handles the marketing for the company.

I first received a #LinkedIn request from this person. I accepted. Then after a while, this copying happened.

I am not a guru on #PersonalBranding. But that didn’t stop me from sharing what I knew on the subject.

The first three points I wrote:

  1. How do you want to be perceived?
  2. What should people remember when they think of you?
  3. What do you stand for?

And the Director wrote:

How do you want people to perceive you?

How do you want to be remembered?

What do you want your name to be synonymous with?

———

What a clever lift?

Escaping Google’s punishment. 🙂

Quotes:

  1. “I don’t worry about people “copying” me. Their next move can’t happen until I make mine.” -Germany Kent
  2. “Imitation is the sincerest form of flattery that mediocrity can pay to greatness.” – Oscar Wilde

My advice to this person:

  1. Please be yourself.
  2. Don’t try to be me.
  3. You can’t be me.
  4. Find the real meaning of “copywriting”.

What’s more: This person is writing a book on Personal Branding that is likely to be published soon on #Amazon.

Happy Creating!!

#HappySelling #beinspired