The Selling Sherpa

THE WEATHER CHANNEL

Early in my career I learned to be like the weather channel and provide my clients with constant updates, and you should do the same.

You don’t need to share every little detail or technical descriptions or endless explanations. Just a general update of where your firm is on a project, when an order can be expected, or how you will contact them to provide more service.

This small extra step will make you stand head and shoulders above any other salesperson who doesn’t take the time to give their client a status report.

FEEDBACK IS CRITICAL

Assuming ‘no news is good news’ can be a recipe for disaster in selling. If you don’t hear anything from your customers, you will never know how well you are doing, or what areas need improvement.

Start asking your client’s to give you a report card. Encourage them to tell you what needs fixing. Invite them to tell you how they feel about your product, your service, your support....you.

Most salespeople wont ask because they don’t want to know just how bad it might be. But, if you show your clients that you are genuinely interested in doing what it takes to serve them better, you will be surprised at how willing they are to help you become a sales professional.

BADGE PLACEMENT

If you have a nametag or badge that you wear to networking events, be sure you wear it on the right lapel or collar.

Why? When you reach to shake someone’s hand, you actually turn your left side slightly away from them, making it harder to see anything you wear on that side.

Don’t make it difficult for people to learn your name...wear your badge the ‘right’ way!

THE 3-FOOT TEST

Have you ever gotten a business card from someone and had trouble finding their phone number, email, or other contact information?

Make sure your contact information can pass what I call The 3-Foot Test.

If you can hold the business card at arm’s length (which is about 3 feet for average folks) and still read the phone, email, and web information, it’s fine. If the font is no smaller than 12 points, most folks will be able to read it just fine.

Pull out one of your business cards right now and see if it passes The 3-Foot Test. If it doesn’t, get it fixed now.

MEANINGFUL GIFTS

‘Tis the season for giving to clients and prospects, but you don’t have to go overboard with extravagance.

While lots of companies will be giving away tons of “stuff” with their logo on it, how many of us really need another mouse pad? Or another clock? Or another calendar?

You can separate yourself from the pack by giving a creative or thoughtful gift. Something relevant and useful is best.

When I was doing morning show radio, one of the best gifts I received was from American Comedy Network. A.C.N. was a firm that provided syndicated comedy bits and morning show prep, and their gift to me was a stopwatch with their logo on it. The stopwatch was definitely relevant and useful in my broadcasting career, and I wore it out from constant use over the next 2 years. Long after the gift was gone, I still remembered it...and I am telling you about it now, so how’s that for memorable?

What can you give your customers that will have them talking about your creative thoughtfulness?