“You Won’t Sell Nothing Until You Sell Who You Are!”

I have heard that people buy from those they know, trust, and have a relationship with.  Never really gave it much thought until I became an author.  I was always good at selling myself and my story through motivational speaking.  However, once I became an author I had to approach sales much differently.

Recently I mentioned to a new friend that I had an upcoming speaking engagement and would be selling my books as well.  Her reply was, “Wow! You are a writer!  I am an avid reader.  I love this, and I can’t wait to read your books.  This is exciting.”  She also said she has another engagement on that date, but would try to stop by to catch whatever part of my talk that she could, because she wanted to get the books.  We talked a little further about how my speaking and writing is NOT the first topic of conversation when I meet people, because I am not trying to sell them something.  I am simply making friends, and should the conversation lead to my speaking and writing, so be it.

A quick back story:  This young lady is someone I met at a crowded restaurant while waiting to be seated.  When I got my buzzer and walked around the bar area to browse while waiting on my table, she spoke to me and we struck up a conversation about the restaurant.  She had been there before, and it was my first time.  We talked about how crowded it was and how it would be nice if those who have space at their table, would offer to share a meal together rather than keep people waiting so long.  She indicated that she was waiting on another girlfriend, and I told her that I was alone.  We chatted some more, and eventually she asked why don’t we share a table, and said she knows her friend would not have a problem with that either.  Needless to say, dinner went very well, and I now have two new friends because we were willing to eat with strangers.  Networking is so much more than passing out business cards.  You won’t sell nothing until you sell who you are!