Eat. Drink.
Clients are not always decisive. They want to feel like they are in control of the buying situation. Sometimes the client’s buying cycle doesn’t fit into your “ideal schedule” as a salesperson. That’s sales folks. You need to manage the process. Recognize the client wants “it” to be on their timetable rather than yours. Knowing this, smart salespeople need to try creative techniques for their customers to book sooner rather than later. Educate the customer about realistic deadlines and keep them engaged through the process so you can close the deal.
Seven Sales Ideas to Book that Business:
1. Use Your Event Calendar
Post-covid, customers are still trained to think there are limited dates for your venue and catering services. Understand yield management and that hot dates will go if they do not commit sooner rather than later. Make them have to have you.
2. Use Supply Chain Scarcity
Products and services are scarce and will continue to be. In order to lock in their desired menu or date, make it clear that deadlines are established for a reason and deposits are required to guarantee client-specific wants.
3. Meet the Client in Person
It’s easier for a customer to stall with their decision when communicating via email if they are not as familiar with you. Put in the effort to meet them and develop a connection.
4. Ask for a Minimal Deposit/Retainer to Lock in Your Services
Be flexible with your contract payment terms if it means getting the commitment earlier in the buying cycle. Make the deposit payment process easy for the customer.
5. Listen to Your Client and What is Important to Them
Write down your clients hot buttons and remember them. Think of creative reasons to touch base so they know you are still responsive and “on it”. Reach out just because you can.
6. Ask Your Client When They Plan on Making a Decision
Address any potential hurdles and non-guarantees if the date is later than anticipated.
7. Most Importantly, Ask What Will Make Their Decision
What are the hesitations to commit now? Develop creative ways to tackle and solve those issues now so you can get the sale and move forward.
Inspire.
If you have been reading my blogs the past couple of years, you now know I buy all my jewelry from a fabulous artist and designer in Mexico named Luis Flores (see past blog: “What do you want next”). I met Luis several years ago on the beach in Puerto Vallarta and every year he creates new masterpieces for my lucky fingers.
Luis and I have a routine at this point. He usually knows my arrival date and how long I will be in town. He is an excellent salesperson in that he keeps a mental note of what stones I already have in my inventory. He also knows what I may be “lacking”. Luis loads up his jewelry case in anticipation of selling me new, custom-designed rings he knows I will like. Smart.
We now have a dance. It starts with me saying “Only two rings this year Luis.” He smirks and shows me a minimum of four. Rascal. He then moves in for the kill. “Amiga, take all these home for a test drive. Just see what you like and you can decide. No pressure. Just bring them back once you have decided.” He lets me take all four home to try and wear for a couple of days. He doesn’t ask for a deposit or money upfront. He sells on trust. He also sells knowing I am going to get comments on the beauty of “my” new rings. He knows I am going to want them all. Genius.
That rascal has sold me a minimum of four rings every year. I can’t wait to see what he has made for me this year. I love him for it and I keep coming back.
