Disconnected

I just got back from working an event in North Alabama. I like to watch other vendors and how they interact with customers and see how I can improve my efforts as we all try to build our business or brand but I noticed a very troubling trend. In today's Social Media Marketing crazed market we are being told to use social media to drive leads so that we can have face to face contact with a customer and sell our product. So here we are face to face with potential clients and we are DISCONNECTED with them and don't know how to transact that person. What gives? Over the weekend I jotted down 3 things that would help us as businesses not be disconnected with our customer when we are face to face with them.

ENGAGE

At this event I noticed vendors sitting in the back of their booths on their friggin phones not even looking up to see that hundreds of people were looking at their product. The funny thing is that when the event was over I asked these people how they did. Their response was "horrible. We won't be back to this sorry show." I just chuckled. How is the show to be blamed if you never engaged with your customers??? Get out of the corner of your booth, get out of your office and go get your money! don't wait for it to come to you!

TRANSACT

My friends next to me were selling a really neat novelty item. It was a personalized outdoor item and they had people stopping constantly. By the way, I was happy for this because while they were waiting to see what she had to offer, I took my opportunity to talk to them about what it was I was there to promote. There was one interaction, in particular, that made me want to scream! A very nice woman came up and was in awe that she had a product that had "granna and paw paw" on it. She kept going on about how she can never find anything personalized with that. The vendor just stood there. This woman was begging her to transact her. To my amazement the vendor finally said something and this is what she said. "I'll be back next month if you want me to make something for you." I wanted to scream! In the end she lost the sale. What would have happened if she said "I'm so glad that you like this product, it is $35 today would you like to use cash or debit?" By engaging in the customer you will know when they are BEGGING you to transact them!

FOLLOW UP

Always, always, always follow up with your customers. If you don't sell them right on the spot, figure out a way to get their contact information and for Pete's sake call them the next day. Even if it to say thanks for stopping by. Come up with something to keep you in the front of their mind.

I know from experience that following these 3 steps will increase your sells and productivity. Now this was in a context of a trade show environment but these 3 steps can be utilized in an office environment as well. I spent 8 years in the Insurance industry. I failed because I didn't realize the importance of getting out and engaging people. I was just waiting on the phone to ring and take an order. BREAKING NEWS: It doesn't work that way! never has, and never will. As a business owner, or salesperson ENGAGE, TRASACT, AND FOLLOW UP and watch your numbers soar!