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Issue #28 ~ October 20, 2009 Printer friendly PDF file
Just Show Up
Reinforcing the Obvious
If you’ve ever been at a closing to buy a new house, you’ve probably left with carpel tunnel in your signature hand from all of the forms you had to sign. Some of those sheets seem pretty ridiculous - I recently had to sign one acknowledging that I had signed the previous document! Although that may seem pretty ridiculous, the amazing thing is an instance or a series of instances precipitated the requirement for these seemingly frivolous documents.
Likewise, have you read the directions on some of the most basic products that are use every day? For example, on a kids Halloween Superman costume, the label reads “Warning: Wearing this garment does not enable you to fly.” Seriously!? Then there is the one on a Nytol sleep aid that reads, “Warning: May cause drowsiness.”
So what does this have to do with anything sales related? Well it lays the foundation for why I am writing about this week’s topic. For all of the ridiculous things we see and read, there is a reason why we are reading it. Much of the time it is because of repeated and total disregard for the obvious. We also live in an increasingly litigious society so these “C.Y.A.” documents are unfortunately needed. Not coincidentally, there is something that needs to be addressed in sales that you wouldn’t think should be.
There’s a saying in sales that goes something like this: “Half of the sale is just showing up.” It seems preposterous, especially in today’s business environment, to not show up for an appointment or a sale. But it is happening. A lot. Just this week I made two sales and heard from two other people with similar experiences where the other people that were called to quote a job never showed up. Or they did, but never submitted the quote or didn’t return a call.
But this isn’t an article to remind you to show up for your appointments. Rather, it is to look at the opportunities you have when you do, and others don’t. These are observations through my experiences and those of the others I mentioned.
1. Establish Credibility. When you show up and others don’t, you immediately establish a heightened perception of credibility and dependability that you may not have received if your competition also happened to show.
2. Become the Hero. By just doing what you are expected to do, you almost become a hero in your prospect’s eyes. They have a need and everyone else they turned to let them down except for you. (Time to put on that Superman cape!)
3. Get the Order. When you are the only one that shows up, you don’t automatically get the job. They always could try calling a few others. But when you deliver your excellent service and value, most of the time you earn that sale without “burdening” your prospect with having to look for others. Also, when they are ready to re-order, do you think they will call around? Or will they just call the one person that they know will take care of them? (Hint: it’s the second one there!)
4. Get the Referrals. This is probably the biggest byproduct of your competition not showing up! After you’ve delivered your exceptional product or service and gained a loyal customer, you now become the dependable hero to everyone your customer tells the story to. And believe me, they are telling the story!
Now, Go Get ‘Em!!
Reinforcing the Obvious
If you’ve ever been at a closing to buy a new house, you’ve probably left with carpel tunnel in your signature hand from all of the forms you had to sign. Some of those sheets seem pretty ridiculous - I recently had to sign one acknowledging that I had signed the previous document! Although that may seem pretty ridiculous, the amazing thing is an instance or a series of instances precipitated the requirement for these seemingly frivolous documents.
Likewise, have you read the directions on some of the most basic products that are use every day? For example, on a kids Halloween Superman costume, the label reads “Warning: Wearing this garment does not enable you to fly.” Seriously!? Then there is the one on a Nytol sleep aid that reads, “Warning: May cause drowsiness.”
So what does this have to do with anything sales related? Well it lays the foundation for why I am writing about this week’s topic. For all of the ridiculous things we see and read, there is a reason why we are reading it. Much of the time it is because of repeated and total disregard for the obvious. We also live in an increasingly litigious society so these “C.Y.A.” documents are unfortunately needed. Not coincidentally, there is something that needs to be addressed in sales that you wouldn’t think should be.
There’s a saying in sales that goes something like this: “Half of the sale is just showing up.” It seems preposterous, especially in today’s business environment, to not show up for an appointment or a sale. But it is happening. A lot. Just this week I made two sales and heard from two other people with similar experiences where the other people that were called to quote a job never showed up. Or they did, but never submitted the quote or didn’t return a call.
But this isn’t an article to remind you to show up for your appointments. Rather, it is to look at the opportunities you have when you do, and others don’t. These are observations through my experiences and those of the others I mentioned.
1. Establish Credibility. When you show up and others don’t, you immediately establish a heightened perception of credibility and dependability that you may not have received if your competition also happened to show.
2. Become the Hero. By just doing what you are expected to do, you almost become a hero in your prospect’s eyes. They have a need and everyone else they turned to let them down except for you. (Time to put on that Superman cape!)
3. Get the Order. When you are the only one that shows up, you don’t automatically get the job. They always could try calling a few others. But when you deliver your excellent service and value, most of the time you earn that sale without “burdening” your prospect with having to look for others. Also, when they are ready to re-order, do you think they will call around? Or will they just call the one person that they know will take care of them? (Hint: it’s the second one there!)
4. Get the Referrals. This is probably the biggest byproduct of your competition not showing up! After you’ve delivered your exceptional product or service and gained a loyal customer, you now become the dependable hero to everyone your customer tells the story to. And believe me, they are telling the story!
Now, Go Get ‘Em!!