The Pierce Marrs Show

Regardless of the social circumstances, it is important to make a positive impression when you meet people in person or talk to them on the phone.

I was honored to speak recently at a Premier Designs Jewelry event here in Franklin, TN and I asked the attendees a question; what do people you meet do to turn you off or repel you?” The answers included a negative, complaining and self-centered attitude.

Last Thursday I spoke to my good friend and strengths coach, Deb Ingino. After a forty-minute conversation, I felt better then I did before the conversation began. I sent her a text thanking her for making my day!

We should want to draw people to us. Part of the formula is making sure that you are someone who people want to be around.

I am extremely blessed to have a circle of friends and associates who choose to adopt a positive, encouraging attitude. They tend to look at where they are going and not where they have been.

Please do not mistake this attitude for a putting your head in the sand, unrealistic outlook. When life gets hard, they tend to look for solutions. They understand that their response to their current circumstances is more important than the event itself.

Making someone’s day can be a simple as a smile, an encouraging word and taking a genuine interest in them. You can start today.

Gracious words are like a honeycomb, sweetness to the soul and health to the body ~ Proverbs 16:24

Have a great week!

Pierce

Pierce Marrs and Steve Hayes recap Epis0de 6 of Season 4. Barbara is back with Kevin, Damon, Mark and Robert where they review  “Cousins Maine Lobster”, “Freaker”, “Pro-NRG”, “Eco Nuts Soaps” and an update on “Kisstixx”. Also listen in for news about changes in the air time of the show and additional episodes.

I have heard it said that people buy with emotion and justify their purchase with logic. You may resist this statement and claim you are a rational, cognitive person that makes calm, well thought-out decisions. However, studies show that twenty percent of the buying decision is logical and eighty percent is emotional.

This information is vital to your business as well as your sales process. Regardless if your offering provides a want or a need, you cannot ignore the emotional response. People make purchases everyday, however, they tell others about a great experience.

“I have learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” ~ Maya Angelou

I am not recommending you be manipulative. Manipulation is a poor tactic that will not result in a long-term customer relationship. Your product or service must have value and meet or exceed the customer’s expectations.

Emotions create movement and action. In order for someone to act, they must be persuaded. My good friend and business coach, Chuck Bowen, says you should take them to Disneyland.

Your sales process should include practical, logical solutions to what they need. It should also include the emotion that will be a result of buying your product or service.

There are several schools of thought in the emotions that cause people to buy. I have summarized this list to three basic emotions:

1. Pain – Help your prospects imagine how your offering will eliminate the pain in their life or business and retain feelings of pleasure.

2. Gain – Show prospects how your offering will improve their life or business.

3. Fear – A perceived loss of personal security or safety can be strong emotional triggers to move a prospect to buy. Use caution when your prospect is driven by fear. Developing trust and rapport is essential when selling in this environment.

When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion, creatures bristling with prejudice and motivated by pride and vanity. ~ Dale Carnegie

Have a great week!

Pierce

Pierce Marrs and Steve Hayes recap the fifth episode of Season 4. Lori Grenier is back with Kevin, Damon, Mark and Robert where they review  “Cozybug.”, “Wired Waffles”, “Spatty”, “Marz Sprays” and an update on “Games2U”.

“You’re paying how much for pictures?” That was the response to my son a few months ago when he was discussing a photographer for his wedding. My wife Lesa reminded me that the pictures would be the greatest memory they would have of their big day and this would be one area they should not cut corners.

Last Saturday Nick was married to my new daughter-in-law Darci. The wedding turned out amazing and we are so excited to have her as a part of our family. Furthermore, I was reminded of the difference between price and value.

Jeb Wilson of Nashville Photography Group met with Nick and Darci well in advance of the wedding to discuss their vision and ideas. He arrived at the rehearsal dinner to take pictures and continue his preparation for the wedding. He showed up early on the wedding day with two other photographers and stayed until the reception was over.

Not only did he work incredibly hard, he was polite and went about his work with a great attitude, dedication and excitement. He seemed to have as much fun as anyone in the wedding party!

As I watched Jeb behind the scenes, I began to pay attention to the value he was bringing with his service. He took thousands of pictures and instructed his team, all the while dealing with a nervous bride and groom, a large wedding party and a HUGE family. And he did all this while making everyone feel at ease.

Nashville Photography Group brought much more to the table in terms of expertise and experience than someone with a new camera and a hobby. It was the difference between a professional and an amateur.

How are you bringing extraordinary value to your customers?

Before the wedding I thought the price was too high, however, when I saw Jeb and his team in action, I knew they had made the right decision. When we saw the first picture, we knew the value was priceless.

Have a great week!

Pierce

Pierce Marrs and Steve Hayes recap the third episode of Season 4. Lori Grenier is back with Kevin, Damon, Mark and Robert where they review  “Back 9 Dips.”, “Lifter Hamper”, “Bagbowl”, “Zomm” and an update on “Villy Customs”.