Bobbi's Marketing Maven Blog

Are you leaving $$$ in their pockets? | April 12, 2010

Nothing upsets me more than salespeople and business owners who make assumptions about prospective clients.  No matter how they are dressed or what they appear to be shopping for, you need to treat each person like a million dollar client because they could be.   What is the Lifetime Potential for a client to YOU?  Do you know?  For a Realtor it can be thousands and in some cases hundred of thousands of dollars in commission.  For a Dentist, it can mean a new car or a house, for a clothing store who really treats a customer like someone special, $3000 a year for as long as they LIVE…

My husband tells the story of he and his previous wife, car shopping on a weekend.  They were both professionals dressed in shorts and tee shirts out on a Saturday, kicking tires.  The three Salesmen sat in the showroom and never even walked out to even greet them.  They left that Dealership and went across town and bought a Lincoln even though they really wanted the car at the original dealership.  He called the Sales Manager at the original store and told him what happened.  The Mgr asked him to come to their weekly Sales meeting the next day as his guest.  So Gary arrived at 8 AM in his suit and tie and the Manager asked if any of his people would like to sell him a car.  They all were jumping up and down for the chance…  The Manager said “Well you missed your opportunity!!!”  Gary was then asked to relate the story.  You could have heard a pin drop.

It is the “Pretty Woman” story all over again.  I used to use that shopping scene often when training employees in my retail stores.  YOU Networkers need to watch that clip as well.  The mousy guy in the corner eating the hors d’eurves like he hasn’t seen food for a week… could be the purchasing agent for your product.  Be friendly TO EVERYONE!  Let them talk first and longest, be like Benjamin Disraeli and make everyone you meet feel like they are the most intelligent person in the room.   You will learn quickly what Appreciation Marketing is all about.  People like being APPRECIATED and respond to the people who treat them with respect.

In this tough economic climate when everyone is vying for business!!! You can’t afford to leave any money on the table or in their pockets.  It takes them longer to dig in to spend it so you had better be ready and willing to work for it!

To Your Success.

Bobbi Govanus

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About author

Bobbi Govanus has been in sales and marketing for over 30 years. Her expertise has been utilized by small entrepreneurial companies and big conglomerates. Bobbi is a mom and grandmother and LOVES to help people be more successful in business and in life.

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