Think back to the last time you had to make a big purchase, for example a new car. There were some obvious factors to consider such as price, quality, safety, and gas mileage and then you decided which minivan or Ferrari made you feel the best.
Then you paid attention to the salesperson. Which one did you like the best and trust the most?
Whether you’re selling a new product or your business is trying to promote a new service, the quality of the product is a given. It’s not just about the actual product anymore. It’s often about how “trustable” and likable you are. This speaks to your professional presence and public speaking skills.
People are more likely to buy a product from someone who is likeable and someone who demonstrated that down the road, when something does go wrong, it will be handled well. This is the seller who will communicate professionally and is equipped with solutions. It comes down to “its not what you say, its how you say it”; how you sound, act and look like while you’re saying it. So you may be asking yourself, what do I need to do to demonstrate trustable and likeable?
Here are some tips:
- Smile even during serious conversations. A smile shows interest and is the biggest indicator of your belief in what you are saying. Not a big toothy grin, but an appealing, “I can handle it,” smile.
- Raise your eyebrows. Raising your eyebrows while speaking on meaningful words shows others that you have passion in what you’re talking about.
- Use some style in your voice. Using style in your voice shows that you actually like what you’re talking about. Simply adding inflection or a very brief pause after a meaningful word is a powerful way to get your message across – and have it stick.
- To give the impression that you are trustable, share a story about how you or your product has resolved a problem for a past client. Keep in mind that creating a great story takes technique but that is a topic for another day!
- Practice your key messages until they come across believable, fluent, and meaningful. Who will practice more to sound and look more likable and trustable…will it be you or your competition?
Next time you are trying to make a deal with a potential client or pitch a new product, keep these practical communication skills in mind and give us a call if we can help you.