Good horsemanship is built on solid basics…so is good business!
Car sales people, insurance, telesales….. We all cringe at the thought, and given the chance avoid these aggressive sales approaches. Sadly, it is hard pushing sales people that leave us with this bad taste in our mouth. There are really great sales people out there too – who approach us like we are fellow human beings and engage in an honest, and often very informative, conversation rather than cramming something down our throats.
I remember a day when an insurance man came to my horse facility without having called for an appointment. I was out straight, finishing turning horses out and getting ready for the students that would soon be arriving. I was ready to send him on his way immediately when he said, “I can save you money.” I wasn’t sure whether to believe him or not but thought it was worth finding out. We made an appointment for another day, and it turned out that he could save me money, and lots. I had discovered that sales people should not be summarily dismissed.
Here’s my question: Do you take advantage of opportunities that come your way to build your network, bring new prospects into your sales funnel, and then subsequently move clients through the funnel? Most of us are not very good at this, and many shy away from “sales” tactics for fear that they will be viewed as pushy. Sales CAN be a positive experience for both you and your prospects and clients. And let’s face it, if you spend your time, energy and resources building your programs, services, and offerings – and then attract inquiries – and don’t have a sales process in place….well, it’s about like saying, “Oh, you’re interested in what we have to offer? Oh, never mind, I didn’t really mean to get your attention.”
Over the next several months I’ll be breaking apart the sales/purchase process as well as providing recommendations for you to begin building your sales process. Take a couple minutes to think about positive and negative sales experiences that you’ve had. Then please share your questions and reflections here.