Mutual Admiration Society

I have been working with one of our reps in her territory. We have done major presentations to several of her customers. We used research to educate them about the market and gave them some advice on their marketing and some creative ideas for their ads. We acted as true consultants and provided these customers with some useful information. These presentations not only ended in some nice sales but also changed the reps relationship with the customers. She told me that since our presentations these customers always welcome her when she visits them and they even return her phone calls promptly. These customers no longer saw her as an annoying sales rep but as a valuable resource for their business. To get respect you need to earn it.

Keep Smiling, Keep Selling!

Thanks

Jim B

This trick is a treat

Sales is all about establishing relationships with your prospects and advertisers. You want to make a memorable and positive impression on the customer, You can use the upcoming Halloween holiday to score some points. For just a few dollars you can buy some bags of miniature "treat size" candy bars and some small plastic jack-o-lanterns or printed treat bags. You can make up some special "goodie" bags for your customers and drop them off as you make your rounds. It is unlikely that your competitors will do this and your customers will be pleasantly surprised by this gesture. This small investment will make a big impression on your clients. Never forget that the customer is buying you as much as they are buying your product.

Keep Smiling, Keep Selling!

Thanks Jim Busch

Happy Birthday

When talking to clients try to find some way to learn their birthday. Work it into conversation or ask their employees. Put this info into your calendar. When their big day comes around, take them a card or perhaps a cupcake. This gesture will produce results far out of proportion to the small cost of doing this. This practice sets you apart from all the other sales people that call on them. Because this is a personal touch, they realize that you care about them rather than just about their money. This deposit into their "emotional bank account" will pay off if something goes wrong or you need a favor from them in the future. For bonus points, try to get the secretary's or receptionist's birth date as well. It never hurts to have these folks on your side as well.

Keep Smiling, Keep Selling!

Thanks Jim Busch

Give a little, get a little

A negotiation with a customer should be a two way street. Before conceding a point to a customer, make sure your are going to get something in return. For example, if you need to reduce the price say to the customer: "Mr. Customer, If I can meet the price you've requested will you agree to advertising at least once a month throughout the remainder of the year." If you are making a concession, it is only fair that you get something in return. In addition to making you some additional money, taking this stance also changes the relationship you have with the customer. Instead of being a doormat the customer will see you as more of a partner or an equal. Every negotiation should be a Win/Win proposition.

Keep Smiling, Keep Selling!

Thanks Jim Busch