When it comes to Sales, I can advise you on a lot of different approaches you can utilize to help get your client to return that call or email. The first piece of advice to make it happen, have fun with it. Your clients want to have fun, I bet you cannot show me someone who doesn’t want to have fun and laugh while at work. I have put together a few tips to help you out and have fun in your process on developing new business. I have learned these tips over time from experience and some from great mentors over the years.
(Officially the first tip was above in the intro but we’ll start at one to make it easy)
Tip #1 Get Creative In Everything You Do
Take everything to the next level so your client remembers you and the experiences you have together. When I say everything, I mean everything, email, out of office, voicemail messages, presentations, phone calls and all this reflects on your attitude towards that person and the business. Here is an example of one of my out of office messages when I am gone to my clients. I have clients just email when I say I am gone to see my out of office message because I change them every time I am gone. It’s having fun with something everyone just does mediocre.
Thanks for your email, As you can see by this message, I am away coming back May 16th. I will have limited access to email during this time, but don’t worry, we have back up plans for things like this.
Option 1) whether you’re a new client or an existing, you have a request for a new meeting (just a guess) and you’re one of my best clients (you just may not know it yet). Your email has been filtered to a special “#1 Clients” folder so I can get to it right away when I return because I care about your success!
If that doesn’t work for you, try this…
Option 2) You’re a client whom needs an answer NOW. Well, you can contact our Dream Producer, Lauren Mathews via phone at XXX-XXX-XXX or via email at firstname.lastname@example.org. She can help you out, I mean look at her title.
I hope you have a great morning, afternoon and evening, talk to you when I return.
The Go To Guy
Amway Hotel Collection
Tip #2 Shut Up And Listen
You may have products, services, widgets, gadgets and more but none of that matters if it doesn’t help solve the client’s solutions. You have to ask the right questions and find out the problems so you can offer solutions to help them be successful. Nine times out of ten you have to tell a sales person to shut up because all we do is talk, talk, talk. While I am telling you (the sales person) now, SHUT UP AND LISTEN and I mean really listen. Don’t let your mind run and think of what you’re going to say next while they (your client) are talking. Really listen to them, repeat what they stated so they know you’re on the same page and then offer a solution, help them be successful and look good, that is really your job. Maybe send a follow up email to your client when you’re done from a phone call or meeting with a recap but remember see tip #1 when doing this, create the experience.
Tip #3 Always Include Everyone
The decision maker is the person you want to speak with in the sales process but you may not ever get that chance. You may have to deal with a lower-entry level person in the entire process of the sale but they are just as important in the process as the decision maker is. The decision maker has trusted the lower-enter level person to handle this piece of business for the company and gather the information. Treat them with the same respect as you would give the decision maker; include them in the process at all times so they don’t feel threatened that you’re trying to go over their heads. Every person within the company you’re going to be doing business with is just as important as the next because you don’t know the influence or relationships they have with the other employees.
Tip #4 Limit Confusion
If you have used all three of the tips above and are presenting solutions to your client, too many choices will confuse the client. The first thing you don’t want to do is start off a relationship with your new client and have it be confusing. Limit the solutions you offer your clients to the best one based on their needs. Refine these choices and work out the best option with the client. Think of the McDonalds concept, they used to have a menu that was huge, tons of choices, customers were confused and didn’t know what to pick. They refined and limited the menu, added value meals, got rid of items that weren’t being used by their customers. It’s a lot less confusing now for their customers to walk up and say, I’ll have a number 3 instead of this and that and wait…maybe, no, I’ll try this, you get the point. Keep the options limited to limit the confusion between you and your client so you have can have a great relationship.
Tip #5 Ask For The Meeting, Now.
When you communicate with your client give them options, don’t just leave it wide open. When you’re in person meeting with your client, set up the next meeting before you leave. When you’re on the phone you should set up the next meeting before you hang up and then ask via email. Honestly, what better time is there to setup a meeting then when you’re face to face? You will land that next meeting more times than not by using this tip.
If you have to ask via email, only give a day or two with times, don’t just write “I would like to setup a next meeting, shoot me over some dates and let’s put it on the calendar.”
Here is an example of what you could say if you didn’t ask for that meeting last time you were face to face.
“I would like to meet with you again soon to discuss the solutions I offered, will next Monday or Wednesday at 9:00am work in your schedule? If I haven’t heard back I would like to follow up next week via phone to discuss new dates to meet, will that work for you?”
Remember the last tip, keep your options simple. I provided two options with two questions for the client to follow up with. I covered my bases to have them look at their calendar and possibly find a date that works or if they are busy, we can discuss setting it up next week. I also let them know I wanted to discuss solutions with them to help them out.
These are just a few tips that I use every day to help my clients have fun and have success. I hope you can use these tips to better yourself and help your clients. Remember, always have fun while working your clients want to smile, laugh and enjoy their job, help them do that and you will succeed. And finally you’re always selling something 24/7.
A few reading recommendations:
What Customers Really Want – Scott McKain
How to Say it to Sell it – Sue Hershkowitz-Coore
Little Red Book of Sales Answers – Jeffery Gitomer
Adam Schomaker – Hotels (Services, Events, Sales)
Adam Schomaker has been in the sales and service industry for over 14 years. Working for small entrepreneurial businesses to large companies such as Best buy, he has been able to grow and mold customer service training and programs to a tee. Adam has vast experience in the events industry from both the hoteliers and event planners point of view. He has a love for making sure the customer is always successful in their endeavor and taken care of. He has recently started a consulting venture called, Up ‘Adam Solutions, which provides Sales Development, Training, Communication Support, Online Content Management and Event Management. He looks to help make the small fish in the big pond stand out on a small businesses budget.
To learn more about Adam Schomaker and his contribution to the Liz King Events Blog, view his profile.
To see more of Adam, check out his series of posts.
The opinions and viewpoint expressed in this blog represent those of the author and do not necessarily represent those of Liz King Events.