You Sell an Exciting Product! Do Your Customers Know?

My friend Dagmar recently started selling Mary Kay. She asked if she could "borrow my face;" basically practice her presentation on me. Of course I wanted to help her out. I don’t wear make-up, except for lip gloss, so I figured I was safe from any expectations. I went, expecting to hear the age-old spiel I’ve heard from numerous other friends going through their Mary Kay phase.

What I got was a first-rate sales lesson. Not only did Dagmar look great, but I could tell she was truly excited about the product. Her enthusiasm was contagious. Since I was her first practice, she was a little scattered. But because she was so impressive, it did not matter. I could tell she truly believed in what she was selling, and I am seriously thinking of getting the skin care and hand cream she tried on me….

What sells more than real people who are EXCITED about your product or service? Natural excitement is contagious. There is no better sales pitch than one coming from a sales person who believes in and is very excited about the product.

Don’t have any clients or customers yet? No problem. What excites YOU about your product? Why do you think it’s the best? How has it changed your life? It has to be more than a paycheck!

Look past all of the petty annoyances and aggravations that are true of any organization and focus on the product. What makes you believe in it?

I have worked so long for Starbucks, not simply because of the great benefits or work schedule and the way I can accommodate hours into my personal schedule--though those are all part of it--but because I BELIEVE in the product. Trust me, you would not want to see me on any unfortunate day when I don’t have it.

"But I sell pharmaceuticals, cleaning products, or fix computers," you say.

If it’s not a product you personally can incorporate into your life and get excited about, find people who have. People may be reluctant to write a review, but they’ll generally talk endlessly about what they are excited about. Find them and steal their energy.

Find potential customers, and get into their heads. Why are they, or should they be, excited about it? How will it change their lives for the better?

It’s almost easier on some level to borrow excitement from someone than to generate your own. Your own excitement will wane and build, but you can always count on positive reviews to build your enforcements.

Yes, I do sell a life-changing product, you will realize.

Brooke is the author of Reptiles on Caffeine which draws from her experience working as a Starbucks barista, and she joins CMIQ to share that unique, front-line perspective. For more details on Brooke’s work and insights, visit her "Reptilian Rantings" blog.