WISHING YOU ALL THE BEST IN 2006

HERE ARE SOME SALES & MARKETING TIPS

ALWAYS KEEP IN MIND PEOPLE BUY FROM OTHERS WHO THEY LIKE

The best way to meet potential customers is to be involved in as many associations or group meetings as possible, if you golf that's the next best thing ( there are more deals made on the golf course than any corporate boardroom) Joining a  bowling team is another. I personally became a volenteer fireman in my city of  St.Lambert and enjoyed the many perks that come with the job. I had the maintenance contract & was in charge of the library, police station, fire station, city hall, court house, and municipale garage.

YOU NEVER EVER GET A SECOND CHANCE TO MAKE YOUR FIRST IMPRESSION

Try to create a standard of excellence and live up to your standards. If you have salespeople working for you make sure they too display the same standards, that also includes your cleaning staff. You all have to sing the same song, and play by the same rules.

Never allow e-mails, letters or any other correspondance be sent to your customers or potential customers with spelling mistakes, or incorrect grammer, and simple bad english. Most people are grammer checkers when they read so there is no excuse in their eyes.

Define a universal standard dress code for you and your team, there is never a valid excuse for any to be dressed sub-standard. Most importantly, clean shoes are barely noticable, but dirty shoes will surely catch your customers eye.

THE SIGN OF A GOOD SALESMAN IS NOT THE ONE WHO GOT THE FIRST ORDER.......... IT'S THE SALESMAN WHO GOT THE FIRST REPEAT ORDER

The message here that I want to stress is that once the order is secured with your new client, it is now the salesman role to establish his role as an account manager. He must maintain his customer and now make him a happy customer by delivering the work as promised and that he sees value for his money. Call from time to time if only to say " Hello, how are you " find out his birthday, don't forget holidays and special events important to him/her. Once every 6 to 8 weeks offer a special promotion to him/her and show how you are and can save him/her money. ( NEVER USE THE WORDS " COST MONEY " ALWAYS USE THE WORD " SAVE  MONEY ")

JUST BECAUSE YOU HAVE A CHEAP PRICE,  IT DOESN'T MEAN YOUR CUSTOMER WILL THINK HE'S SAVING MONEY.

There's a tendancy for those to think that if they keep their price low that it's a guarantee to secure new customers. NOT SO. Approach your customer with a competitive fair price, if he balks and says it's too much, simply ask " HOW MUCH TOO MUCH " Make him commit............if he says it's $ 50.00 too much......say fine .....That means if I understand you correctly if I lower my price by $ 50.00 we have a deal........he will be forced to say yes..........At that point of time, offer him extra services instead of the cheaper price ( example you will clean 15 of his dirtest chairs, or scotchguard in traffic areas......whatever. This way you got your full payment and he thinks he received extra value for his money.

NEVER TAKE " NO " FOR AN ANSWER

There can be times that " NO " really means " NO " and there can be many reasons for this. Perhaps the benefits of your service is not of value to him, perhaps you didn't show him the benefits of your product. Maybe he has no budget, maybe he has in house cleaning, maybe he doesn't like or trust you, maybe, maybe, maybe.

But before you walk away from the situation, you had better stop and think that just maybe you didn't do a good job selling him/her. What you have to do is regroup your thoughts and call back and simply ask where you went wrong ( You lost the client anyway, better to know why so that you don't lose others ) Ask if there was something you didn't explain correctly, ask if it was price, ask if it was your presentation, get him to tell you something. When he does then say ( DO NOT ASK ) that you will be dropping in to see him again with a special deal to make up for your incompetence and say " Is Wednesday or Friday better for you ( again make him commit ) Most peole are more recepteve on Wednesdays.

WHY AND WHAT DO PEOPLE BUY " BENEFITS or FEATURES "

In order to become a good salesman you must know why people buy,and plan your sales strategy accordingly. Buying decissions are rarely made on any product feature, although your product must have the features your customer is looking for.

Customers usually buy from you because of business benefits and value that your product or service has to offer them. They depend on you and believe that you can help them to make their job or business life easier. If you are going to insure that their establishment will be kept clean and worry free, this benefit lets your customer focus on more important business matters.

NEVER TAKE YOUR CUSTOMER FOR GRANTED, TREAT HIM/HER LIKE GOLD

Selling is very time consumming, there are" highs" and " lows ". Never let the high times interfear with your false sence of security, never think your customer is in the bag so to speak. If you ever stop thinking or managing your customer, you are opening the door for your competition to snatch him up with his presence and devotion. Always remember the bigger the customer, the more the bees will be swarming around.

YOU DON'T ALWAYS WIN

A good salesman that wins afew deals also has lost afew deals. That's the nature of the beast. Take all the losses as an educational sales lesson to learn from and to better your skills so that you don't repeat the same mistakes. Treat sales as a game and you will always be a winner. Your favorite hockey team doesn't always win , but they always learn for the next time they play.

NOBODY IS BORN A SALESMAN

I've never seen a baby born with a sticker on their forehead stating that they are a salesman or plumber or doctor. There has to be an interest, and a love for the chase. Think of yourselfes as hunters out for the kill, you have to stalk your customer, and pounce when the timming is right. The timming is your gut feeling. Read as many books on sales technics as you can, use the technics and tricks that you feel comfortable with. Most of all know your product/service inside out, upside down and be ready to answer any questions with ease and conviction. Never sell price, your machinery, or put down your competitor. All you have to offer is yourself, so dress and act the part..........'cause that's all the customer sees.

HAPPY  NEW  YEAR, AND HAPPY SALES IN THE NEW YEAR

                             NIGHTRIDER

Thanks Nightrider,

That was very thoughtfull of you.  It's something I will use again and again.

I hope you have a very good year.

Sam