Habit 37: Get the Prospect/Customer to Your Facility

April 28, 2017 Selling Comments Off on Habit 37: Get the Prospect/Customer to Your Facility

To continue with the “Account Development Habits”, let’s look at Habit 37: Plan and execute a visit to your facilities to introduce your people, your company and your processes to every “D” opportunity.

It’s just as important, if not more important, to get your prospect/customer to come to your facility to view your facility and meet your people. During the visit, they can also view your products or services, develop a feel for your quality, make decisions about the kind of company you are and develop an overall feel for your business.

If a facility visit would generate negative opinions in any of the above areas, then maybe it’s not a good idea. If, however, you have a great facility and great people and you are proud to show both off, then do everything you can to get the prospect/customer to visit.

Prospect/Customer visits improve close rates significantly. In my experience, a facility visit can double or in some cases triple close rates. In many cases, the facility visit closes the sale.

A prospect/customer who is not willing to visit your facility is telling you something. They could be telling you that you’re not a contender. They could be telling you that there’s not a real project. But they are definitely telling you something and you as the sales person need to determine what exactly they are telling you so you don’t waste time and money. If they are unwilling to visit your facility ask them “why” and get a satisfactory answer.

Facilities visits improve close rates therefore they should be a crucial part of every “Sales Cycle.”

Habit 37: Plan and execute a visit to your facilities to introduce your people, your company and your processes to every “D” opportunity.

“A Habit” is not work, but just a thing that is done every day and planning and executing a visit to your facilities to introduce your people, your company and your processes to every “D” opportunity is critical to your success in sales and can easily become a Habit.

TIME MANAGEMENT. For Top Performers every task is planned and focused on the goals that earn the results. Top Performers plan and then engage. They act on their plans, they work hard and they get results.

Coaching these skills is a critical part of what we do. We are here to help you develop and implement your Strategic Plan and coach and develop the skills to implement the plan successfully.