Sales Follow-up: Stop by Often

- August 22, 2012

Action Wednesday/Process

Hello, I’m Jim Glover, That Branding Guy, for Once a Day Marketing.  Today is Action Wednesday.  We usually talk a great deal about branding and marketing and don’t often mention sales.  We will discuss more around Sales now.

As I have mentioned many times, branding is creating the right image of your product or service in the mind of your customers.  Marketing is the process of communicating that message to your customers.  Sales is being in the right place at the right time when that customer finally wants to buy a product or service and they chose yours.

I am going to share a story with you that relates to how important it is to be in the right place at the right time to close the sale.

When I was doing a lot of production work, I received a call from a grip, someone that moves heavy equipment around on a shoot, asking if I had jobs available.  I didn’t have anything at that time; however, I told him I would call him when I did.  Five minutes later I received a call from a client who hired me to produce a national television commercial.  Five minutes after that another grip called asking me for a job and you know what, I said perfect timing, I need a grip for this production.  Grip #1 was already out of mind.

I’ve developed a few sales rules of my own over time.  The first it’s ok to be persistent with a potential customer within reason.  Next, it’s ok to be even more persistent if you feel they really do want your product or service.  I believe sometimes customers just forget like I did with the grip, so you need to remind them.  Lastly, secure a yes or no because a maybe will not move you any closer to closing the deal.

That concludes Action Wednesday.  Join us tomorrow for Recon Thursday.  To discuss an online or face to face service engagement and enhance the marketing and branding for your organization, contact James Glover: (505) 501-1330 or  I’m Jim Glover, That Branding Guy, for Once a Day Marketing and we’ll see you next time.