Name-dropping. Is it lame?

Let me preface that I’m not a sales dog, which is why sales advice is so important.  I find the two most important ways to develop a sale is credibility and rapport.   You can’t even go into your pitch (or offer) prior to establishing these two items (credibility and rapport).  I covered this in my post titled “The best sales advice I ever got.

Let’s get to the point:  name-dropping.  I hate to say it, but it is important.  It’s NOT lame.

Name-dropping turned me off a long time ago.  I remember waiting in lines at clubs in Chicago, like:  Shelter, Elixir, Crobar, Buddha Lounge and start dropping names.  It rarely worked, but it did sometimes.   After I left that scene, the name-dropping stopped b/c it made me feel sneaky.

What I did was go into these huge spiels about our product.  What I slowly realized is that nobody really cared about my pitch.  Sure, the product has to help them, but the product is only as good as the people that use it.    If you do not build credibility and rapport, it starts sounding SPAMMY.

Let’s face it, the most important commodity today is people’s time.  They’re more likely to let you waste their time, if you’re wasting the time of someone that makes more money than them.  Name-dropping is part of the credibility process and you should clean this part of your pitch up before you bother your product managers about adding new features.

If you want to get deeper into this, there is an excellent academic article titled “Why We Trust People We Do Not Know“.  Thanks to Sean McGinnis.

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