7 Ways to Get People to Like You

If people don’t like us, then we are doing something very wrong. I’ve come to learn that people either love me or hate me; there is no in-between. Part of life is knowing that there is always going to be something you can improve on. Now, in sales, you need people to like you — here are seven ways for you to do just that.

 

1. Mirroring

This is something we do both consciously and subconsciously. We mimic the body language, posture, expression, or even communication methods of the person we are talking to. It allows us to find new ways to relate to them and connect on a deeper level — in fact, there are even neurons in our brains dedicated to helping us with this.

A client will almost instantly make their mind up as to whether they like or dislike you, and a lot of this can depend on the way you are expressing yourself through body language. Not to mention that the vibes they are sending to you often get thrown back at them without you even thinking. Thus, you need to be the one leading the charge; have them mirror you.

 

2. Body Language

This is so important, especially as 70 percent of our communication is done through it. That’s a huge number, right? As a salesperson, you need to be mindful of your body language, but also of your customer’s. If they are in an unfavorable position, it likely means that they don’t like what you are talking about and you need to change the conversation. Move onto something that they are interested in, and watch to see their body language adapt.

You have to be quick on your feet with this, as it can be easy to miss and forget to read the non-verbal cues. Remember that there can be subtle differences in the body language displayed by men and women, so a little extra research won’t go amiss.

If your body language screams insecurity and a lack of confidence, people will not have faith in you, and you will lose the job. Never keep your hands behind your back, as it’s dismissive; instead, use them to emphasize points and throw in some extra passion. Let the customer know that you are confident in yourself and your products.

Here are a few quick body language pointers to give you a head start:

  • Crossed arms are a sign of discomfort. The same goes for leaning away from you.

  • Leaning back with arms and legs spread wide is a sign of comfort, but it can also be a dominant and territorial display during serious discussions.

  • Placing your hands on a surface either side of you is a sign of confidence and authority.

  • Placing your hands on your hips with your legs spread shows that you are ready for action.

  • Hands resting together with the fingertips touching tends to suggest confidence and power.

  • Fiddling with hair, jewelry, or anything, is a sign of discomfort, doubt, and insecurity.

  • Bobbing a crossed leg up and down while sitting tends to show discomfort.

  • Pointing a foot upwards while talking is usually a good sign.

There are loads of other examples of body language, but these are the basics that you absolutely need to remember.

 

3. Positive Energy

If you aren’t positive, then you are going to lose work — it’s as simple as that. Take a deep breath, stand up tall, and get straight into the pitch with good thoughts for the process and outcome. Tell yourself you have the job before you even start, and the client will notice your confidence.

It links with body language because you need to further express that confidence with it. You could be an expert in your field, but no one will notice if you are carrying yourself incorrectly. Be passionate, be positive, and really show the customer what you’re made of.

 

4. Humor

People like it when the person they are talking to feels human. We all make jokes, and I am a master of throwing them into my pitches and seminars. Let people know who you are and don’t be afraid to show off that sense of humor. Of course, keep things tame, but you need to let customers relate to you.

 

5. Vulnerability

This is something that people love, so you need to be willing to be an open book. Being vulnerable is the act of willingly showing up, even with no guarantees. Vulnerability is a human trait that we all seem to respond to, and your potential customers are no different. Putting yourself out there, even when there is nothing to gain, is a great way to display just how motivated and devoted you are.

 

6. Mindset 

Your mindset is so important — I can’t emphasize this enough. If you’re saying that you can’t do something or if you give up easily, this needs to change. Success truly is a matter of mindset. If you have a negative outlook, you are far less likely to succeed.

You need to be looking for opportunities and approaching them with positivity. Act as though you have the job before you’ve even pitched. A proper mindset will be noticed by a customer, just as a poor one will. Sales aren’t just about technique; it is also about your confidence and the way you see yourself in business.

 

7. Commonality

This is all about finding something you and your customer share. It’s not always easy, but the best way to do it is with a good old-fashioned research session. Look them up on social media, visit their website, and find out everything you can to relate to them better. Doing your homework looks good on you. It shows that you care, but it also means you have gone the extra mile to impress buyers and let them know they are worth your time.

Getting people to like you isn’t as easy as clicking your fingers. You must put in effort. By following these seven simple steps, you will be well on your way to becoming better liked, and even more confident. Just watch those new clients roll in. 

With 30 years of experience owning event planning, high-end catering, and design and décor companies, Meryl Snow is on a mission to help businesses get on their own path to success. As a Senior Consultant & Sales Trainer for SnowStorm Solutions, Meryl travels throughout North America training clients in the areas of sales, marketing, design, and branding. She speaks with groups from the heart with warmth and knowledge, and covers the funny side of life and business.

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WeddingIQ welcomes guest posts from wedding professionals and industry experts on all topics relevant to running a wedding business. Please review our guest contributor guidelines and email us with your submissions!


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Apps That Will Benefit Your Clients and Your Staff

Business owners understand what it’s like to constantly pursue new ways of staying productive, streamlined, and accessible in terms of communication. Even more so, we all can remember what it was like when we first started our business and wanted to have a hand in every task – all day, every day. I know for myself (and I’m sure for many of you), I came to the conclusion that it’s impossible to shoulder all of the weight, and this is where I really began to take a look at apps and programs that could make my life easier.

So, what if I told you these apps could do the same for your team and your clients, regardless of what stage you are in your business?

Doodle

I always sing the praises of this app, as it truly is the one piece of technology that removes the stress of coordinating a meeting. No more phone calls and endless texts to figure out everyone’s schedule, simply suggest dates and invitees can choose and even provide feedback. This is especially great for juggling different clients, and even employee retreats.

Basecamp

I would be hard-pressed to tell you how we ever survived without Basecamp. As project management software, this program helps to manage day-to-day tasks for your team in the form of master to-do lists, where you can assign a job to a specific employee, communicate internally, and more. One of the best features is having the freedom to create multiple projects, each for a separate client if you so choose.

Square Point-of-Sale

Square has become incredibly popular for small business owners, and it’s definitely a staple with our clients. Not only is it a mobile payment processing app, but the additional functions include accounting features that track income and expenses as well. Our clients are much happier with credit card payments rather than writing an old-fashioned check.

Adobe Document Cloud E-Sign Services

If you’re an industry veteran, you know how the process of getting a contract signed used to be. First, there would be an initial consultation, the client would leave with a proposal, you would wait patiently for them to respond, another meeting would be arranged, then you would have to print a physical copy of the contract for them to sign in-house. With Adobe E-Sign Services, contracts can be emailed and signed on the same day, removing all of the unnecessary steps in between.

Dropbox

Our team has a collaborative program called Dropbox, a cloud storage where you can store files, photos, and more. We can all access the same documents from multiple devices, and sharing images with a client or another creative partner is incredibly easy. This is especially helpful in the event that a file is too large for email, or if you’re sending photos in bulk. 

We are so lucky to have these resources at our fingertips in a day and age where efficiency and productivity reign supreme. Utilizing any one of these apps or programs will elevate your customer service, improve internal workflow, and provide peace of mind!

Kevin Dennis is the editor of WeddingIQ and the owner of Fantasy Sound Event Services, a full-service event company based in Livermore, California. Dennis is the past president for Silicon Valley NACE, and current international president for WIPA.

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Tips for Tackling Busy Event Season

We’ve arrived at that time of year again – the time where busy event season is officially in full swing and some of us may be relying on caffeine to get by. While peak season is truly a balancing act and mastering the art of productivity, it can be difficult to multi-task when weddings take over nearly every waking minute of your work day. Fortunately for us, there’s no better time to outline a strategy to ensure that you’re making the most out of your time at the office, in client meetings, and even during those precious moments of relaxation.

Staying organized

The ultimate key to success with a crowded schedule is learning how to stay organized. My go-to that keeps me from drowning (especially on days where we’re booked for multiple events) is block-scheduling. Whether you sit down at the beginning of your week and map out each day, or even going through your schedule for the day over your morning coffee, knowing what you’re responsible for helps tremendously.

Prioritize your time with to-do lists and make sure that you’re not stagnant in any of your projects. There are many apps that can help you with this, especially the Reminders app for iOS that allows you to set alarms and due-dates for each item to keep you on track. If you’re the type of person that needs a reminder for your reminders, this is perfect and it’ll prevent you from ever missing a client meeting.

Taking the time to breathe

Relaxing and unwinding after a long day is just as important as crossing off tasks from your daily to-do lists. Just like you would block off time for your employees or for an event, set aside time for yourself. You run the risk of overworking yourself without proper time for your social life and spending time with your family.

This is where block-scheduling also comes in handy. Normally, if something isn’t on my schedule, it simply doesn’t get done. If you find that you have to set a reminder to relax or read a book, don’t be ashamed in doing so! I’ve also found that travel time is the best time to decompress with Netflix or an audiobook, especially on flights without internet as a distraction.

How to maintain sanity

It’s easy to feel as if you’re being pulled in a million different directions during busy season, but there are ways that you can stay sane through it all. Something that I’ve personally found to help me do this is to start setting boundaries. Set them with your clients by not responding after hours, make sure your employees know when you’re unavailable, and most importantly – set boundaries with yourself. 

Know when to turn off your email, and understand that there are only so many hours in a work day! The pressure may be there to work extreme overtime (especially during busy season), but don’t beat yourself up if you have to move tasks to the following day. We can’t do it all, especially as business owners on top of everything else.

As important as it is to make sure that all of your bases are covered for your couples and your clients, running yourself ragged is the most detrimental thing you can do for your business. You won’t be performing at your best, and ultimately, it will show through in your work. Use these tips to keep a fresh mind and balanced schedule, and you’ll find that busy season is a lot less intimidating!

Kevin Dennis is the editor of WeddingIQ and the owner ofFantasy Sound Event Services, a full-service event company based in Livermore, California. Dennis is the past president for Silicon Valley NACE, and current international president for WIPA.

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5 Ways You are Missing Sales Opportunities

If you’ve noticed your sales ratios declining, it’s likely time to reassess your strategy and look for missed opportunities in your approach. There are a number of ways a business owner can fall short in their sales strategy, but they all end up with the same outcome: decreased revenue.

 

Are you ready to kick the bad habits and take your sales approach to the next level? Here are five ways that you may be missing sales opportunities — and what you need to do to turn it around.

 

You aren’t assessing past events.

When you look at completed events, you can see where your clients were spending money elsewhere. This can identify opportunities for upselling, as long as it’s a product or service that meshes well with what you already offer. In terms of floral design, we have no business discussing stationery or gobo lights, but we can guide our clients in the right direction in terms of chargers, linens, and other table décor features. The key is to think creatively, while staying in your lane.

 

Your website isn’t updated.

There aren’t many wedding pros that love working on their website. I get it, it’s not glamorous and it certainly isn’t helping you get through your real work. However, this simple maintenance task is a must for bringing in new leads. Be diligent and have your information readily available. Include your phone number, email address, and physical address if you have a storefront. Don’t be secretive about these things; people will contact you how they feel most comfortable and, if you’re not giving them options, they will likely look elsewhere. I also like to include a part in my contact form about the best way to communicate with me; I do this for transparency so any prospect will know the quickest way to reach me.

 

Your peers don’t know what you offer.

If you offer additional items beyond your flagship service, use your network to your advantage. Make sure that your creative partners know about those things so that they can share it with their clients. Collaboration is the ultimate sales opportunity because it can happen organically without much effort. I love working with planners who know I provide linens, too — they know that I can get to the venue early and drop the linens before all of the rentals event get there. It becomes a mutually beneficial relationship because we can pick up where the other leaves off.

 

You think the sale is over with a signed contract.

This is one of the most missed sales opportunities, as it doesn’t happen in the prospecting or negotiation stages. Just because the client is booked doesn’t mean you need to stop selling. There are many chances for upselling your products or services to provide your client with a more holistic experience while also boosting your bottom line.

 

Lay the groundwork during the prospecting phase by mentioning possible upgrades. Then, use it as a touchpoint down the line to bring in extra rentals, a custom fixture, or an add-on service. For example, as a floral provider, we prioritize centerpieces — once those are situated, I’ll shift the conversation to upgraded linens to complete the look.

 

You aren’t evaluating your sales and marketing efforts.

If you don’t know what works and what doesn’t, your sales approach isn’t sustainable. You need to take the time to understand the analytics for your website to determine where people are coming from and address issues like a high bounce rate or low clickthrough rate. You cannot be effective in sales if you don’t see your consumers’ behavior. Use vanity URLs and UTM parameters to your advantage; create landing pages in order to track where people are coming from. For example, something as simple as www.yourwebsite.com/BridalShow19 will show you the success of your outreach.

 

If you identified with one or more of these situations, commit to changing your business operations in order to address the issue. Any improvement to your sales strategy is another step closer to an efficient and sustainable future for your business.

 

Katie Easley is the owner of Kate Ryan Design, a luxury floral and event design studio based in Scottsdale, Arizona. She is also a top sales consultant in the wedding industry, specializing in prospecting and client experience.

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Traits of a Respectable Leader

Many people think of leadership as a talent, but it’s actually a skill. It’s something that anyone can hone with the right amount of practice and thoughtfulness. However, it does take time to strengthen those qualities and become a truly effective and respectable leader. Strong leadership skills are useful in countless situations, from getting the kids to bed peacefully to mediating between difficult employees to running a local industry association.

In order to become an effective and respected leader, there are a number of qualities you need to polish and emanate in your day to day life.

Approachability

Some leaders believe that the only way to gain control of a situation is through intimidation and fear tactics. While this method may get you what you want, it won’t come easily and it causes team members to feel disengaged and overwhelmed. Instead, focus on promoting strong communication skills throughout your organization. An open door policy tells your team that they can be honest and straightforward with you, and you’ll find that companies tend to see more growth when they foster an authentic and approachable environment.

Commitment

Employees learn by observation, so it’s essential for leaders to remain committed to their company’s brand values. Live by your mission statement and teach your team to do the same. Commit yourself not just to the brand, though; be a champion for your team at large. After all, they are your main source of representation. Take the time to teach them new skills and take them to industry events. Invest in their futures and do everything possible to show them that they are a part of your team.

Gracefulness

Effective leadership requires a person to be prepared for whatever comes their way. Both in business and in life, tough times happen unexpectedly. This can catch your team off-guard and, if left unchecked, can have a negative impact on morale. However, a leader that can exemplify grace and steadfastness will show his or her followers that there’s no reason to worry. It’s important to be able to think fast in a crisis situation and, as a leader, the buck stops with you. Stay resolute in finding a solution and assure your team that everything is handled. 

Organization

Organization trickles down through a company, as does disorganization. If your employees seem to be working with no rhyme or reason, it can likely be traced up the hierarchy. Implement streamlined SOPs and employ technology to simplify everyday processes. Not only will this save your team time and energy, but it will also ensure consistency and accountability throughout your business.

Fun

Alright, perhaps not all leaders are fun — but the most engaging ones know how to lighten up the mood. Remember that your team is made up with individuals with distinct moods and needs; keep the negativity out of the workplace and look for ways to build in some stress-relieving entertainment for your employees to enjoy. (You may have heard of Fantasy Sound’s famed Mario Kart contests or our annual fantasy football league!) At the end of the day, happy team members are more committed and productive than their downtrodden counterparts. Make it a point to put a smile on all of the faces that you encounter within your organization. 

The success of a company can often be traced back to the effectiveness of the manager’s or president’s leadership skills. Focus on the effect that you have on your team, and recognize that your influence has a direct impact on your bottom line. After all, great leaders develop great followers, in turn leading to great client service and relationships.  

Kevin Dennis is the editor of WeddingIQ and the owner of Fantasy Sound Event Services, a full-service event company based in Livermore, California. Dennis is the past president for Silicon Valley NACE, and current international president for WIPA.

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