The Entrepreneur magazine article ‘The Likability Factor’ opens with ‘For better or worse, the sales process is not much more than a popularity contests. Do you  have what it takes to win?’

They go on:

Do your potential clients like you? Do they perceive you as likable–and I mean really likable?

If they don’t, none of the rest of your efforts to establish yourself as the answer to their problems will matter. When you get right down to it, life is a series of popularity contests. You may not want to admit it or believe it. In fact, you’ve probably been told it ain’t so, but ultimately, if you’re well liked, then you’re more likely to be better in sales.

And you have to be able to grab their attention …. ‘Capture your clients’ attention when you convey:’

• Confidence. Humble, quiet confidence is just plain attractive and makes others feel at ease.
• Intrigue. Lean into greetings, make eye contact and prepare short conversational bits to eliminate awkward silences
• Interest in others. Say less and ask more questions. Then show you were listening.
• Enthusiasm. Pull out your genuine enjoyment for others and always be willing to laugh at yourself.
• Respect. Be well intentioned, well mannered and share compliments generously.

Interesting article. On a personal note, I just spent a lot of money at the garden center down the road. Is their product better? No. Do they have the best price? No. I figure I was paying 20-30% more. Is the location a factor? Not really. I could reach one of 5 different garden centers within a 5km radius.

So why? Because I really like them. 3 brothers who are friendly, helpful and full of good humour. I like going there. I am guaranteed a laugh a great service.

Their likability definitely lead to sales.