Product Pusher vs Value Adder: Which Wins in Sales?

0:00So here's the first piece I want to share with you before we play the net working game. Does this look familiar? How many of you be doing other networking functions and business networking events and stuff like that? Typically when you go to one of these things what happens? Share with me experience. You get sold, good. How many of you have that experience?

1:05What else? You share? Everybody is pitching the ship, that's correct. Sometimes you build relationships, depends on how you're projecting the message you're receiving. He's been my experience. Most of these networking events, everybody going in there, I would say 90% of people going to networking events, they are product pushers. What are they? They're going with an agenda hopefully to get some business. Nothing wrong with that. Nothing wrong with that. The problem is the timing. Here's what I mean. You have people, how many of you have seen these people? They go to these networking events and they try to collect as many business cards as possible. You have business cards? Give me one. You have one good. What's your name? Who cares? Give me a business card. And then they collect about 200 business cards and then when they go home what happens? Nothing.

2:06Yes, I will follow up with you. You hear from me tomorrow all these things, right? So they have the business card collector and then they have thousands and thousands of business cards at home. No follow up, no follow through whatsoever. Now I'm not going to ask the question who has done this in the past. And then you have the other side. They think it's a, they give up business card. There's many people as possible. Hey. He's a business card. He's a business card. Yes, he's a business card. Greg, he's a business card. Greg, you don't know me. It doesn't matter. You want a buy house? Greg, Greg. You don't want a buy house. You might know someone. Two business cards for you. Okay. So they are product. How does that make you feel when you when you when you have a conversation with a with a product pusher? Get away. Get away. Used. Not sincere. Not sincere. What else? You're just a number. You're just a number. You're just an email address. You want to get your money and then they run.

3:08No relationship. No relationship is built. But he is what's very interesting. Yet they keep doing it. They know it doesn't work. They know it's a waste of time. They know it. People feel that they are sincere. They know they're pushing whatever they've got down people's throat. It's not working. But how come they keep doing it? Why? Why? They don't know better. They don't? They don't know better. They don't know any better. They thought that's what everybody else does. That's what I would do. And maybe just maybe I'll get lucky and I would get a client. Just maybe I'll get some business out of that. And then you have a very small group. They are what I call value error. What are they? Value error. Value error. Value error. What do they do? What do value errors do, by the way? Tell me. They solve problems. They solve problems. Where are you? Say again.

4:08They offer to help you. They offer to help you first. Yes. They build relationships first. Great. What else? Create value. They create value. They add value. So the way I structured the Vancouver Entrepreneurs Group, it's not for you to give all of this is called a collective. This is called, because that shit doesn't work. It just doesn't work. So I want to design the group in a way that works that facilitate meaningful and what purposeful networking opportunities. And it doesn't happen by trying to push whatever product you've got. It just doesn't work. Instead, what do we do? We try to add value up front. Write this down. A-S-V. A-S-F. Sorry. A-S-F. A-S-F. Okay.

5:10Well, the system for always serve first. Repeat after me. Always serve first. One more time. Always serve. One more time. Twice as loud. Always serve. Always serve. Always serve. Easier to say, not so easy to do. Because some of you need money, like you need blood in your veins. You need to pay the bills. You want to get that client. You can't wait. And you are desperate for business. And you come across a needy. And write this down. Needy is creepy. Needy is creepy. You can't wait. I can't wait to show them what I've got. Don't I have a product for you? Don't I have a service that you will love? Don't I have an opportunity for you?

6:10They don't give a shit. Because you haven't given a shit a boat. You haven't shown that you care yet. People don't care how much you know. Until they know how much you care. So he's how we're going to play the game. He's how I can play the game. So we're going to get into groups of four. How many? Four. Can the groups of four? In fact, do that first. Let's get into groups of four. Let's do that. Group this four. You might need to move. And preferably with people you don't know. With people you don't know. OK, good. Groups of four. Groups of four. Good. Okay, good. When you have your group of four just put up your hands so I know, okay, good, groups of

7:20four, groups of four, good, good, good, perfect, in the back, good, four, four, okay, two more, two more, two more there, one more, one more there, there you go, there you go, put up your hands, go, walk, walk, okay, go, go, yeah, go. Okay. Here's how the game works, attention, here's how the game works. There's only one rule, you can not talk about your products, you cannot talk about your services and you cannot talk about what you sell. Now some of you will not know how to say anything. The only thing you could say is this. You could say, let's say my name is Dan Locke. I am an entrepreneur

8:20or I'm an internet marketer. I'm a mortgage broker. I'm a business consultant. That's it. Next thing that comes out of your mouth should be a question. What should they be? Question. And the thing after that should also be a question. This is not like, okay, let me ask you a question. I kind of wait. Okay, now it's my turn. Now you shut up and listen to me. No, no, no, you only ask questions. What did you? And try to resist. What's the word? Resist the temptation to talk about what you do. For most of you, this is going to be a new experience. You cannot talk about what you do. Now here's the deal. Let me help you out a little bit. Let me give you some template questions. Okay, some template questions that you could use. In fact, say with me, what's the first question? Say I allowed. Yeah, second question. Okay, question number three. Good. Question number four. And here's my

9:32favorite question number five. Two small. It's not getting off your seat and read. Come closer. Do something. Doesn't matter. So you'll be asking questions and then they would be telling you what they need. Yes. And he's what I want you to do. And it's a foreign concept. I actually want you to help them. Not pretend you're going to help them. Not like, oh, yeah, yeah, yeah, I might know somebody. No, if you know somebody, you pulled out your phone. You know what? Oh, yeah, you know what? I'm looking for Webmaster to do with design my website.

10:33You know what? I know a perfect person. Let me give you his contact number. He's his phone number. He's an email address. He's how he can go ahead and get in touch with him. In fact, let me send him an email right now. CCU on it. That's called adding value. Does that make sense? He's what I want you to try that on for size. Now, I'm going to give you let's say 10 minutes on this, okay? 10 minutes and then I'll say stop and then we'll debrief.