Get Stuck in your Prospects Head like Hall & Oates

The last three days I can't get this song out of my head.  Specifically?  Private Eyes by Hall & Oates.  Just three lines.  Over and over and over again.  Humming it, tapping it, singing harmonies in the shower.  

Don't you hate when that happens?!  Or...do you love it?  Maybe your stuck tune is pretty catchy.  Perhaps it puts a smile on your face or a pep in your step.  

As salespeople, we'd give anything to be that catchy tune in our prospect's head.  We dream about our prospects dreaming about us.  Going to bed at night and waking up thinking about us solving their problem.  

So...how can we?  Ya know, get stuck in their head.  Here are four suggestions: 

1. Be Consistent.  Make sure they're hearing your tune on a regular basis.  Do you have a newsletter?  Are you posting on social media?  How about PICKING UP YOUR PHONE?  You have to be doing something to drive awareness (TOMA!).  Just like a song, if they never hear ya, they'll never be singing about you. 
2. Understand your Audience.  Not just what their pain points are, but what makes them tick.  What's important to them?  What are they thinking about?  If you can get to the root of why you're there and why you can help them, you'll uncover something powerful enough to make them think about you (and your solution) for days.  So - ASK (GOOD) QUESTIONS! 
3. Power Phrases.  Lyricists and songwriters know tricks with repetition, patterns, and phrasing to make a tune catchy.  You too have the power to phrase the benefits of your offering in a certain memorable way; things should have a certain cadence to help your message resonate.  I'm not talking cheesy jingles here; a classic example is Martin Luther King's speech (he said it 11 times).  If you like this idea, here is an excellent recent article on the topic of repetition in music. 
4. Tell a Story.  Painting a beautiful picture worth a 1,000 words can tattoo a memory onto anyone's brain.  What story can you tell (well) about your product/service?  Do you have several stories?  Write them down and include some specific details.  Practice telling the story to friends/family so you can tell it with passion and enthusiasm when you're "in the moment".    

Next Steps?  Take action!  

1. Pick a media outlet, Pick up the Phone.  Execute! 
2. Write down 10 open-ended questions you should ask on every meeting.
3. Work on some power phrases or something with repetition of letters/words.  Email me your phrase(s) and I'm happy to help brainstorm. 
4. Be able to tell a before/after success story about one of your clients. 

Have a question or thought?  Write me at salesdrummer@gmail.com.  Good Luck & Happy Selling!