As a career sales professional, you are a brand.
Like any corporate brand building journey, establishing you as a brand means you need to take every opportunity to connect with your prospects and sold list.
People prefer to do business with salespeople they like and trust.
Word of Mouth Essential for the Career Sales Professional
There is no better brand builder than word of mouth. Whether you realize it or not, as a sales professional, you are a brand.
Your challenge is to create the desire in your customers and prospects to:
- want to continue to do business with you,
- want to recommend others to do business with you,
- choose you when it comes to their next purchase.
You want them to refer to you as their salesman.
Social Media Is NOT About The Customer
Here is the kicker.
If you are not maintaining a relationship with your sold list, then who is?
If you are not following up on your prospects, then who is?
Please don’t raise your hand and say “My customers will come back to me because we are friends on Facebook.” Or, we are connected through Twitter.
Poppycock. That is not maintaining quality follow-up.
Facebook, Twitter, and similar social media venues are about you, not the customer, not the prospect. They are not designed for nurturing a personal relationship.
Chocolates or Red Roses
If you truly want to impress on your sold list and prospects that it is about them, if you really want to demonstrate to your prospects that you are prepared to do what it takes to help them, if you want to show you truly are a professional salesman, then you need to demonstrate you are prepared to work to retain their loyalty after the sale, after the ink is dry on the contract.
Now don’t read what I am not saying.
I am not suggesting you send your customers and prospects chocolates, red roses, and wine – or whatever is similar. What I am saying is that if you are not making quality contact with your sold customers at least every 90 days, if you are not ensuring your customers receive a birthday greeting and special holiday greetings, then chances of retaining them as repeat buyers are diminishing.
The longer the time between contacts, the relationship dims, and the less opportunity you have to sell them next time around.
The Fur Will Fly
Think that last paragraph is a bit goofy?
If you have been selling automobiles for any length of time, then you have encountered people on your lot, driving your brand, who bought at your store. They are looking to trade but cannot remember the name of the car salesperson they bought the vehicle from. Sound familiar?
What is worse, the automobile salesman who initially sold them is standing in the showroom. Why is he in the showroom? Because he does not remember them either! But when he does, watch out for the fur to fly because you are working his customer. His customer whom he did absolutely no follow through on but now feels he should be rewarded with a repeat sale because they came back.
Do Not Let That Happen To You
Do not let that happen to you. Maintain regular positive contact with your sold customers and they will come searching you out – wherever you are.
Through quality customer focused follow-up, build yourself as the brand, as a career sales professional, and your customers will follow.
Take charge of your sales career, your sales future.
As a commission career sales professional, you are a business.
Invest in it. Build YOU as a brand.
Remember: Nothing happens until someone sells something.
Sales Champions – people like you – Make It Happen!