As entrepreneurs, we’ve all been there—bombarded with messages that don’t feel quite right. Whether it’s the pushy follow-ups or the overly familiar greetings, these interactions can leave us feeling frustrated, rather than interested in what the person is offering. The truth is, there’s a right way to approach marketing and sales, and it starts with respect, authenticity, and genuine connection. So, how do you get it right?
1. Build Real Relationships First
You’ve probably received a message starting with something like “Hey, sis!” It sounds warm and friendly, but you can tell it’s just a tactic. It feels off, right? That’s because the person hasn’t taken the time to build a relationship. Here’s the thing—relationships matter. We all know that sales are built on trust, and trust takes time. So, rather than jumping into overly familiar language, start by genuinely getting to know your audience. Ask real questions, listen to their needs, and engage with their content.
Action step: Next time you’re reaching out to a potential client, lead with authenticity. A simple, respectful greeting like “Hi [Name], I’ve been following your work and wanted to connect” goes a long way in setting the right tone.
2. Respect the “No”
One of the biggest mistakes people make in sales is not respecting a “no.” It’s tempting to follow up and try to convince the person why they should reconsider, but often, this just pushes them further away. Think about it: If someone tells you they’re not interested, repeatedly messaging them can feel like you’re ignoring their boundaries. And that’s not how you build trust.
Action step: If someone says no, thank them for their time and move on. You can always circle back later when the time might be better, but for now, show that you respect their decision.
3. Don’t Ambush People with “While I’ve Got You Here”
We’ve all seen it: a seemingly casual conversation that suddenly pivots into a hard sell with a phrase like, “While I’ve got you here…” It feels like a trap, doesn’t it? This tactic can make people feel cornered, and that’s not how you want your prospects to feel.
Instead of springing a surprise pitch on someone, make sure the other person is open to hearing it. It’s about respecting their time and their attention, not catching them off guard.
Action step: Before you dive into your offer, ask if they’re open to hearing more. A simple, “Would you be interested in learning how I can help with X?” makes all the difference. It shows respect and lets the other person decide if they want to continue.
4. Be Clear About the Value of the Conversation
Ever been asked, “Is this worth a conversation?” and felt like you weren’t sure why? When someone approaches you with vague promises and doesn’t clearly outline why their offer is valuable, it creates confusion and skepticism. People are busy, and they need to know upfront what’s in it for them if they’re going to take the time to have that conversation.
Action step: When you’re reaching out to someone, be clear about the value you bring. Make sure you can communicate in one sentence why the conversation will be worth their time. For example, “I’d love to chat about how we’ve helped small businesses like yours increase sales by 25%.”
5. Don’t Guilt People with “Can I Ask You a Favor?”
Asking for a favor can be a tricky move in sales. If you haven’t built a relationship with someone, a vague request like “Can I ask you a favor?” can feel manipulative. People don’t want to feel like they’re being guilted into doing something, especially if they’re busy running their own businesses.
The reality is, favors are for friends. If you’re not at that level yet with someone, then this approach can backfire.
Action step: Instead of asking for a favor, be direct about what you need and why. Explain the value they’ll get in return. For example, “I’d love your feedback on my service. In exchange, I can offer you a free consultation.” This creates a fair exchange, not a one-sided ask.
6. Show, Don’t Dodge: Prove Your Results
One of the biggest frustrations people have is when they ask for proof of results and the conversation gets dodged. It’s a huge red flag when someone changes the subject or can’t provide real examples of their work. Transparency is key to building trust, especially in the early stages of a relationship.
Action step: Always be ready to show the results you’ve achieved. Case studies, testimonials, and even simple examples of your work can go a long way in establishing credibility. If someone asks for proof, deliver it with confidence and clarity.
7. Give People Time to Respond
We’ve all received those follow-up messages that come way too soon—maybe even within minutes of the first message. “Are you there?” messages feel like unnecessary pressure, and no one wants to be rushed into responding, especially when they have a million other things going on.
It’s important to give people the time and space to respond on their own terms. Being too eager can come across as desperation, and that’s never a good look in business.
Action step: After you’ve sent your initial message, wait at least a day or two before following up. And when you do, make sure your follow-up is polite and not pushy. Something like, “Just wanted to check in to see if you had any questions” works well without making the other person feel pressured.
Final Thoughts: Authenticity Wins Every Time
At the end of the day, sales and marketing are about building relationships, not just closing deals. When you prioritize respect, authenticity, and transparency, you create the foundation for long-lasting connections. People want to do business with those they trust, and trust is earned through genuine interaction, not aggressive sales tactics.
So, the next time you’re reaching out to someone, take a moment to consider how you’re coming across. Are you respecting their time? Are you offering real value? Are you being genuine? If the answer is yes, then you’re on the right track to creating meaningful business relationships that last.
Remember, it’s not about closing the sale as fast as possible—it’s about building trust and providing value. When you get that right, the sales will follow naturally.
What are some things that people do and say when trying to sell to you that irks you? What should they do instead?