The simple 42 steps to making a sale
Many companies know who their target customers are. In many cases their targets are limited. For example - at Danby Appliance, we might target appliance stores. There are only so many of them. So the key is persistence.
One suggested process:
1 - call them and introduce yourself, get an email address.
2 - follow up with snail mail with a hand written note.
3 - stop in for tea.
4 - Connect with your main contact on Linkedin (I love Linkedin).
5 - Send Daily or every other day Linkedin updates. Not directed at just one contact.
6 - Call them again.
7 - email a follow up.
8 - send than a link to an article that might interest them.
9 - Send them something physical - some tea, chocolates, a pen, a hat, a mug. Always with a personal note. Physical things get noticed since they are not very common.
10 - Connect to everyone else in their company on Linkedin that you can.
11 - repeat steps 3, 6, 8 and 9 a couple of times.
12 - refer them a customer. People who you help succeed will help you succeed.
13 - Visit them with a product. Nothing like showing them real products to build excitement.
14 - Take them to a hockey game, a play, an outing.
15 - Send them a baby gift (assuming they have a baby).
16 - Repeat steps 3, 6, 8, 9, 12, and 14.
17 - Visit their store opening.
18 - Have your CEO, COO, Product people etc meet with them.
19 - Do anything you can to help them.
20 - take them to lunch (I generally do not like this one - takes too long)
21 - play golf with them (again - too long for me)
Mostly - be genuine. Be who you are. People buy sincerity.
And keep doing this until you sell. Why do I say 42 steps? Just to emphasize it takes time and persistence. Nothing beats having a relationship and being there when someone needs what you are selling, when an existing supplier messes up, when things are changing.
I have found many sales people just give up. They take a few steps and are rarely heard of again. Those who persist politely win.
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The sales trick I am using here is sitting on my grandson Daniel so he does not get into things. Like all happy customers, he does not even know he is trapped.
posted by Jim Estill @ 6:14 PM 
1 Comments:
Yay! I really love it.
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