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How do you avoid racist comments from prospective clients

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In my eleven years on MicroMentor I have never had a racist comment from a prospective client. I believe the reason for this is that whether Mentor or Entrepreneur, the participants here value the exchanges.

VALUES are key in dealing with clients. Their comments may very well reflect their values and marketing to them does not involve avoiding negative comments, but rather understanding the value system behind them.

Sometimes clients will not disclose personal values and organization value systems until you are engaged with them and at that time you must be sympathetic to transition issues, think on your feet and evolve a way to get to your sales objective; not just insist that they change dramatically to accommodate your concept.

Ask the client questions about what you know or have found their needs to be. Then take them to where your presentation has solutions for them; engage them on a solutions frequency and make your concept of the future theirs. A key will be your ability to make the client want to own your product or service in their environment and your assistance to make them as individuals look good for acquiring what you sell to increase their visibility and productivity in the organization.

Consider the values of the client your are engaging and threaten or further his or her value system. To do so, find out what they value first. It may not be what you value - or what you believe they should value; but you are stuck with those values and the value system backing them up. In many cases they are political, self-serving and disappointing but you cannot ignore them. You must manage them. You must threaten or further those value systems to get your customer to act. Furthering client values is a positive view of the future, enhancing what the client already has. Threatening client values is making the client feel he or she cannot undertake the future effectively without buying from you.

For more on value based marketing, please see the following article at the FREE web site I maintain as an extension of my volunteer work:

https://www.smalltofeds.com/2012/11/value-based-marketing-techniques-for.html

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