Black patent pumps: fashion accessory, weapon,
and engagement tool.
My shoes get noticed. Mostly because I’m double-tall,
measuring at the average U.S. male height of 5’8”. However, put on my heels,
and I catapult to six-foot, give or take an inch. That said my shoes tend to receive
attention. And commented on. Regularly. Oh, and yes, they do tend to be quite
fabulous.
On this particular day, I was in the hallway of
the Gaylord National Resort (D.C.) setting up a table of Gitomer books, rocking
my pair of professional, plain-Jane, black patent, square-toed pumps.
“Nice shoes.” The hotel employee commented as he
walked past.
“Thank You.” I responded with a wide grin.
NOTE:
Compliment a woman on something she is wearing and she is going to smile. Duh!
We chatted for a few minutes about his
girlfriend, who is obsessed with shoes, and how, because of that, he had begun
to notice other women’s shoes. It was a nice, surface-level, conversation.
Minutes later, another man approached and began
speaking about how he was a big fan of Jeffrey and how he reads his weekly
email magazine from top to bottom. I love
meeting people who tout how loyally they read Sales Caffeine; it’s a measuring
stick to see if they read the best part, my article!
We chatted for a few minutes about Gitomer and
sales. However, nothing was mentioned about my shoes. Bummer! As the conversation was closing, I handed him my business
card.
“Wait, you’re the Sales Barista?” He asked as he
read my title.
I smiled. He
really is a loyal reader. “Yes.”
“Oh I love your writing. One of my favorites,
besides Jeffrey of course.” He replied.
I beamed. I
am putty in your hands, sir.
NOTE:
Compliment a woman on something she has accomplished and she will not only
smile, but also light up. AHA!
I reflected on the two interactions: two men,
two conversations, two smiles, but two completely different compliments. The
first was a surface-level observation compliment. The second was a knowledge-based
engagement compliment. Big difference. Big. HUGE!
While the second compliment was off-the-cuff,
unbeknownst to him, it was actually a well-prepared compliment. He knew me and
knew my work, making him equipped to pay me a more engaging compliment.
Do you know how to connect deeper
with your customers through the compliments you are paying?
How
to give professional compliments that pay:
1. Compliment
their Product (service). Study it,
research it, Google it, use it. Get to know their product or service from the
inside out and then give them a bona fide, I know what I’m talking about,
compliment. Dive below the surface-level and learn more about how their
products work, help, and produce for their customers.
2. Compliment
their Process. The way they are
conducting their business, their process for helping their customers, their
process for recognizing employees, find something they are “doing” well and
compliment them on it. The processes by which your customers operate make or
break them. Be sure they know you are aware of how they are accomplishing
greatness.
3. Compliment their Profit. Every company wants to be recognized for being
successful and making money, your customers included. Blood, sweat, tears and
caffeine go into making a company stay in the green. To commend a customer
their profits will differentiate you from your competition and elevate your
relationship to the next level.
I will always prefer to be recognized for my
intelligence and accomplishments to my appearance. Compliment my
shoes and you'll make me smile. Compliment my mind and you'll engage me in a
conversation and possibly a sale. Compliments have profit power. How are
your compliments paying you?
I’m your Double-Tall, Non-Fat,
No-Whip Sales Barista. How may I help you help yourself?
Stephanie Melish,
one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY
Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains,
sells, and speaks to companies and associations all over the country. To book
Stephanie for your next event, please visit www.GitomerCertified.com or contact the Michelle
at Buy Gitomer via email at michelle@gitomer.com or by calling 704-333-1112.
