Do you have a “guilty pleasure” for the Holiday season? You know, the one thing that you like to do during this time of year that you don’t always admit to the people around you? For my wife (and me) the guilty pleasure is watching Hallmark Christmas movies. Lots and lots of Hallmark Christmas movies.
In addition to the classics like It’s a Wonderful Life, Miracle on 34th Street, A Charlie Brown Christmas and A Christmas Story, some of our favorites are the ones shown on the Hallmark Channel. Some of you are reading this and you’re totally with me, while some of you are thinking, “Hallmark? Really? Who watches those movies anyways?”
Well after some bickering with the wife over this I did some research. The truth is it turns out that millions of people watch “Countdown to Christmas” on the Hallmark Channel each year!
According to Crown Media (the parent company of Hallmark) 75 million people watched their Holiday movies in 2016. The demand for the movies has been so great that while Hallmark Channel debuted only six original Christmas movies back in 2010, in 2016 that number jumped to 22!Yes, they all have some what same formula, a bit mushy for my taste, corny and very, very predictable; but that’s what makes them so appealing to the millions of people who watch them.
I know that some of you are wondering, “What does this have to do with selling merchant services? How does this help me?” My wife ask me these same questions. Let me show you.
The creators, writers of these movies give us a glimpse into what motivates people. After all, if these movies weren’t touching people in some type of meaningful way, they wouldn’t keep making more of these cheesy movies!
Here are some lessons that you can use that will help you with your prospects …
Lesson #1: There’s no place like home!
There is something immensely powerful about “home” isn’t there? Home is where you are supposed to be loved, accepted and known! Home is where you feel comfortable. Home is where things just feel right. This is why so many Hallmark movies have the main character go home again, after being away for some time. The hero discovers (or re-discovers) the power of home and family.Every time you meet with a prospect do your best to help them feel like they’re already part of your family and that they’re home.
Lesson #2: Sometimes you wanna go where everybody knows your name…. Yes like Cheers
When the main character in a Hallmark movie comes home, He or she is usually greeted by the people of their small town that are so happy to see them again. They stops into “Millie’s Diner” and Millie says, “Hi there you! Here’s your coffee, just how you like it!” The owner of the corner store gives them cookies to take home to the dad. They start to realize that people actually notice them. Not because of what they do, but because of who they are. They like that people know their name wherever they go.
We are all driven by the need for connection! We all want to feel loved, cared for, noticed and understood. We want to feel important and that we matter. So, show your prospects that they truly matter! Act like you’re happy they call (even if it’s 5:58pm and you just want to relax!) If they tell you they’re not ready to switch processors for six months be excited to help them anyway and follow up monthly! Do what you can to make them feel valued, cared for and understood! (And yes, use your prospect’s name during the presentation-but you already knew that…right?)
Lesson #3: Don’t give up!
During a two hour Hallmark movie, there is usually some type of big conflict around the hour and a half mark. This often involves the main character breaking up with the romantic interest, or leaving the small town and going back to the big city. After the moment of conflict the main character has to decide what he/she is going to do. What makes these movies satisfying is that the lead character always chooses to push through difficult circumstances, or are persistent in following his/her dream, and/or they choose to take the risk we all want them to take.
The takeaway for you is that you need to have the same persistence with your prospects! Surveys have shown that 60% of prospects don’t switch on the first try, sometimes it’s the fourth or fifth visit. So if they don’t sign with you right away, don’t give up and follow-up!
Lesson #4: Let them be a part of a “feel good” story
People love Holiday movies because they make them feel good! I mean, even Lifetime airs movies with happy endings during this time of year. (If you watch Lifetime you know what I’m talking about and I’m in no way admitting that I have ever watched Lifetime) Therefore, make a decision to be the best part of your prospect’s day. Perhaps it’s by being engaging and entertaining. Maybe it’s just by being kind and considerate. Maybe it’s by asking the kinds of probing questions that no one else does. Remember, if you want to win the hearts and business of your prospects, it all starts with YOU! To modify the famous Hallmark tagline, “If you care enough to give people your very best, they will give you the same in return.”
Now If you’ll excuse me… , I’m going to finish watching The Nine Lives of Christmas with that dude who played Superman…
What sales tips do you have from holiday movies?
Happy Selling,
David
“Work Hard and Stay Hungry. Lazy People Get Nowhere in Life”
“You are your greatest asset. Put your time, effort and money into training, grooming, and encouraging your greatest asset”- Tom Hopkins
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