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Out of curosity, How do you impress a client to give you his business?

Hi everyone.

I already know what I am going to do but I really would like your opinions. There is no wrong or right answer. I would like to know how you get business in your areas. This is a $750,000 to $1,000,000 contract. No Government!

Being from the deep south and wanting to know how the rest of the country does this is a curious question to me. It is not about money, it is, in my eyes on how you treat the client. Sold motorcycles for too many years I guess. Treat someone wrong and they never come back, treat them right and you have a customer for life. I always felt that if you made a customer it was better than making a sale.

Tell me your thoughts, please?

Jim

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There is only one way to be successful in sales ...

Don't peddle the product ...

Sell yourself ...

If you have merit ...

Then you will have customers.

Good luck.

I wish you nothing but success in your journey.

If you stand behind your product 100% and they like you ... the game is over and you win.

BMWJIM and ATruePatriot, thank you very much

for sharing the wisdom of your experience. I am involved with marketing our business for the very first time as we speak. And your and everyone else's comments have put me on track. Yes!

Lao

If you ever need anything let me know Email anytime.I will help if I can I will be honest if I can't.

If I disappear from a discussion please forgive me. My 24-7 business requires me to split mid-sentence to serve them. I am not ducking out, I will be back later to catch up.

Truly Humbling

Open ears and hear sounds,LOL,What a wild and aware group we have here!Good luck with your venture.

If I disappear from a discussion please forgive me. My 24-7 business requires me to split mid-sentence to serve them. I am not ducking out, I will be back later to catch up.

In one word....

"Trust" is the key. Now, go open some doors.

Simple

My competition sucks so much the customers run to me as soon as they hear my name, so the job for me is name recognition and saturation. Plus I cheat:

I've set myself up as the expert. We have two branches of our company. One branch does testing of all the competitors and offers unbiased test results, clarifications, repairs, etc. Thusly, customers come to us asking what to buy. We make a suggestion, and this is very important, WHICH ACTUALLY FITS THEIR NEEDS and then refer them to our other division which sells them the product.

The trick is setting yourself up as the expert, and staying on top of the game knowledge wise. No one likes a know it all, unless that person REALLY DOES know it all on a topic.

Who are you going to buy from? The person who reads the book, or the person who wrote the book?

Eric Hoffer

Say Eric, you didn't used to

Say Eric, you didn't used to be a used car salesman did you? LOL

There is no Left or Right -- there is only freedom or tyranny. Everything else is an illusion, an obfuscation to keep you confused and silent as the world burns around you." - Philip Brennan

"Invest only in things that you can stand in front of and pr

LOL

Nah, I'm just honest and it works. I've severely doused several OEM manufacturers on the quality of their product over the years, and because I deal with lifesaving devices (gas detection equipment) I have a very low bs tolerance. The man who wins in my field is the man who has tested everything himself. Because of this, we KNOW what works and we really do KNOW what to sell. The separation of the companies helps keep us out of conflicts of interest with our vendors, who we'll ruthlessly bash if they come out with bad products.

It sounds slimy, but the tests are all done honestly in the same environments. Because we're free to bash our own vendors in this fashion, our customers (usually fire fighters or hazmat responders with very low BS tolerance levels) trust us. I'll even take them into my labs and do the tests in front of them. We REALLY ARE the experts, and we back it up with numbers.

It's a trick our competitors hate, because they won't do the legwork to really become experts. They trust their manufacturers and the salesmen to give them good info instead of testing it themselves.

Eric Hoffer

Reminds me

Which reminds me, ALWAYS WRITE PRESS RELEASES. Press releases on sales, new products, new surveys, etc. All of these knock up your Google value and increase your visibility to customers. Also, press releases are taken at their word as if they were written by an unbiased source, so it knocks up your "expert value" in everyone's head.

Same goes for magazine or trade articles. If you aren't writing a blog, a magazine article, a submission to a trade editor, or a newsletter every week, you're a potzer. Twitter needs to be used as well, as Google is giving it an extremely high value for searches. It may get it's own column soon, and you need to start creating that buzz now.

And go find blogs for your customers and start posting useful information to them for free! Always include links back to your website, and an offer to help them with your address, etc. Make SURE they know you're an expert in the field. You get this reputation by helping people and by constantly staying in the game.

Eric Hoffer

Eric all this

becomes a blurry after a while.although you are right when was the last time you paid any attention to an add on the net from any source? I haven't in years,Either have these guys,That was the point I was making it's old school beat the street or nothing.

If I disappear from a discussion please forgive me. My 24-7 business requires me to split mid-sentence to serve them. I am not ducking out, I will be back later to catch up.

Not ads

Never ads. Ads are bad because they're just that: ads.

However, a salesperson has the same issue. The customer knows he's a walking, talking advertisement. There are good salespeople and there are jerk salespeople, but they're all salespeople. The advantage comes from being approached BY the customer because YOU'RE the expert. You don't have any of the "I'm talking to a salesperson" barriers that way.

The expert is a coveted position, and the goal is to grab that, at least in knowledge based fields. This comes from working tirelessly at writing articles, press releases, etc. The more times the customer sees your name attached to a piece of information that is useful or explains something well, the better. The more accessible you are, the better. If your customers hear my name, they immediately think, "Oh yeah, the gas detection guy." This happens without even meeting me. I get calls from around the country with customers asking what to about their problem, they read by article on some chemicals blog, or a gas magazine, or firehouse, or they saw my how to videos on YouTube and they have a conundrum.

It all melds together. The point is to be accepted as an EXPERT, not a SALESPERSON and to have that rapport built before you ever meet the customer. You can do it with the customer there, but it's much much much much easier if you arrive 5 minutes after the customer read your cutting edge essay on new technology in their field.

If you can, seriously, write a book, newsletter, offer to do free columns, get a blog, a twitter account, and make sure you use them. It's so much easier than, "under promise and over deliver!" which never works for crap unless you have a preset account. You never GET to deliver unless they buy first.

Eric Hoffer

I understand

An authority on the subject.I think this comes natural to pretty much everyone on the DP have you noticed?

If I disappear from a discussion please forgive me. My 24-7 business requires me to split mid-sentence to serve them. I am not ducking out, I will be back later to catch up.

Now we know whats wrong with you

you should not have tested all this gas!sorry couldn't help it!LOL

If I disappear from a discussion please forgive me. My 24-7 business requires me to split mid-sentence to serve them. I am not ducking out, I will be back later to catch up.

Too much CO

Rots the brain, lol, probably why I'm babbling.

Eric Hoffer

Worse

He sells parts in a used car dealership!LOL

If I disappear from a discussion please forgive me. My 24-7 business requires me to split mid-sentence to serve them. I am not ducking out, I will be back later to catch up.

Actually

I sell the the whole damned dealership, "Who wants to own a Saturn shop? Anyone? Got a GREAT deal for ya! First Ford dealership on the moon?"

Eric Hoffer

Thats good man!

......

If I disappear from a discussion please forgive me. My 24-7 business requires me to split mid-sentence to serve them. I am not ducking out, I will be back later to catch up.

In my experiences, it's all

In my experiences, it's all about trust and comfort zone. Human nature of feeling good about something still exists. Price plays an important role, but in the end, the customer must feel good about you and like you.

There is no Left or Right -- there is only freedom or tyranny. Everything else is an illusion, an obfuscation to keep you confused and silent as the world burns around you." - Philip Brennan

"Invest only in things that you can stand in front of and pr

Yep Trust

can be a very powerful concept!

If I disappear from a discussion please forgive me. My 24-7 business requires me to split mid-sentence to serve them. I am not ducking out, I will be back later to catch up.

just so you know BMWJIM

If you could just get those Fat Boys that ride Harleys to ride a piece of Bavarian craftsmanship they would never go back!Very fine piece of a Motorcycle!

If I disappear from a discussion please forgive me. My 24-7 business requires me to split mid-sentence to serve them. I am not ducking out, I will be back later to catch up.

Fair price....

Underpromise (but not too far!), overdeliver!

"Hence, naturally enough, my symbol for Hell is something like the bureaucracy of a police state or the office of a thoroughly nasty business concern." ~~C.S. Lewis
Love won! Deliverance from Tyranny is on the way! Col. 2:13-15

Yes offer

all the extra service that you can if it is only costing a few minutes of labor.

If I disappear from a discussion please forgive me. My 24-7 business requires me to split mid-sentence to serve them. I am not ducking out, I will be back later to catch up.

BMWJIM's picture

I agree with you to a great degree.

It is all about service.

Jim

1976-1982 USMC, Having my hands in the soil keeps me from soiling my hands on useless politicians.

Here is the short list

Solid but short intro
Review your product/service – high level
Drill down to your specific value prop that will address their current need/pain
Show them what the solution will look like
Q&A
Next Steps - A successful meeting mean you at least set another meeting.

Good luck - rn

Liberty = Responsibility

You could try what the lobbyist up in DC use------

booze,whores and cash.

It is hard to imagine a more stupid or more dangerous way of making decisions than by putting those decisions in the hands of people that pay no price for being wrong.
Thomas Sowell

BMWJIM's picture

I'm all out of Cash!

LOL!

You are a riot.

Jim

1976-1982 USMC, Having my hands in the soil keeps me from soiling my hands on useless politicians.

So you still have

the booze and whores then? Hell, that seems to be what really gets the job done up there - the cash is kind of like the cherry - the rest is the cake.

So you should be fine :)

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Progress is precisely that which the rules and regulations did not foresee. - Ludwig Von Mises.

Ever see Glen Gary Glen Ross?

That's how it's done in the big city

http://www.youtube.com/watch?v=u3C2l7o-6qg

rgs
Zig Zilar

For Freedom!
The World is my country, all mankind is my brethren, to do good is my religion.

aha didn't even notice this comment before

that is like the ultimate rock and roll selling movie lol.

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Progress is precisely that which the rules and regulations did not foresee. - Ludwig Von Mises.

BMWJIM's picture

You are right, That is how it was done in

New Orleans back in 1987. The characters back then were just pieces of crap. I was walked through some unsavory buildings back then in N.O. and watched the 45 ACP on Joey's desk, and the thugs in overcoats sitting along side the wall. It was like being in a movie. ( was working on a sewage disposal deal)( I had the contract if I wanted it, Just had to pay the usual fees)

That is not how business is done! Sorry, Been there done that! I prefer someone that can look me in the face. At least then I can make my own judgement and take my own licks.

Jim

1976-1982 USMC, Having my hands in the soil keeps me from soiling my hands on useless politicians.