“My son, Isaac, called me on that danged telephone contraption today,” my great Grandfather said. “Why can’t he just come over here if he wants to talk with me? It’s only three towns away. Instead he expects me to hold that thing up to my ear like it’s natural or something.”
Thus was the lament of my Great Grandpa Blackmer as he struggled with the changing times. I too struggle with every text message and/or tweet from my younger generation hip, jiving sons. “Why can’t you just call me?” I ask. It’s alot easier than this newfangled texting thing. Several reasons they say: 1) I can text at work and it doesn’t disturb anyone, I can text in line at the bank and it doesn’t disturb anyone, I can text anywhere and it doesn’t disturb anyone. 2) I can carry on more than one conversation at a time 3) if I don’t get you, you still have the text, not some goofy voicemail and 4) I prefer it.
Okay. My answers: 1) you should be working at work, not texting (yeah, right) 2) when you talk to me, you should be talking to me (after all I am important) 3) I check my Voicemail…. )well every now and then) and 4) Well, …….what about me, what about my needs?
YEAH! I nailed the first three reasons (well, sort of). They have me on number 4 though, ergo, my Gen X and Y clients do as well.
To be an effective sales person, as we know, the world revolves around the consumer. Not only does this revolving make them happy, it also makes you happy (because they’re happy). Beyond that, when I communicate with my clients in the way THEY prefer, I create comfort. When they are comfortable, they are happy. In his book, “What Clients Love” Harry Beckwith makes the case that the thing clients love the most is being COMFORTABLE. Comfort is powerful.
SO I text with my sons, or at least I use them for practicing the skill in the hope I can be effective with my similarly aged Buyers and Sellers (and I must confess I’m getting better at it too).
The only person struggling at this point would seem to be Grandpa Blackmer. He’ll come around though. The time gap between his dilemma and mine was pretty large.