Recently I had an encounter with @Just_Janie on Twitter. She told me she started a new account for her company @HouseofJerky. I proceeded to tell her that I’m not too big on jerky. She then offered to send me some of her jerky complimentary.
If you’re not always listening and paying attention as well as networking then you’re not doing enough. Janie Honeycutt was having a conversation with me on what was new with her. She wasn’t trying to force a product on me or sell me on it’s benefits. What she did was build upon a relationship and offer usefulness where applicable.
I could go into detail about each and every jerky but I won’t. I will tell you that the encounter and the person behind the company makes the product shine more. Running a business nowadays is all about timeliness and relevance. House Of Jerky took both of those into consideration when building on our relationship.
The key here is that this selling approach is a part of the long tail. She got to know me first. She sold me on me, me on her and ultimately me on our relationship. Once I buy into who you are I’ll definitely buy into what you have. Taking the time out to care about each and every one of your customers as they were an individual person ingratiates you in their hearts.
There’s no secret to this. This is about being a real person and wanting to connect. We all know we have something to sell. Take the selling out of the equation so the buying can exist more easily.
(notice the personalized 'Enjoy DB' card)
I haven’t tried jerky before so it was really thoughtful of Janie to send a House Of Jerky sampler. It included beef, buffalo, venison, ostrich, and turkey in hot, sweet & spicy, teriyaki, black pepper and exotic flavors. I recommend finding out which jerky you love by trying the All Flavors Jr. Variety Pack. It’s inexpensive ($36.99) as well as all-encompassing. The best thing about the jerky besides it’s taste (you’ve got to try the Teriyaki) is that it’s all-natural. I actually understand what I’m eating.
When someone gives me something I do not feel obligated to say anything about it. It’s only when I am truly impressed OR dismayed that I do. In the case of House of Jerky, Janie Honeycutt’s interactions with me laid the groundwork to allow her products to shine on their own merit. The interaction IS a part of the selling process. You’re fooling yourself if you think you can just push product alone.
With so many options of equal value, the great differentiator is real, open and honest interactions. A great product will sell itself but an even greater salesman will sell you on you. Care about the transaction from the start to the finish. Selling starts with the customer AND ends with the customer ALWAYS.
