Okay, here’s the Great Idea from December 16th:
Do you have a selling system?
We do at Grunder Landscaping Co. It helps us improve our chances for success tenfold. It keeps my team on the same page and it helps us see what we need to do to close the deal and keep moving in the direction of our goals.
Here’s one I came across that was in a landscape trade journal and, no, it was not the best one, Lawn & Landscape magazine. This system makes sense; it’s pretty good, but it’s missing two very important steps. What are they?
- Receive an inquiry from a prospect or prospecting salesperson.
- Meet with the prospect and assess his or her needs.
- Present your product or service.
- Create and deliver a proposal with a quote.
- Follow up with the contact and ask for the sale.
- The prospect accepts and becomes a customer.
- The sale is processed.
- Goods or services are delivered.
- The customer is billed.
- The payment is received and the system ends.
So what is this system missing? Two very, very important things:
- It makes no mention of follow up to ensure client satisfaction; and
- It makes no mention of asking them if they have any referrals.
Those are two things you MUST do in a selling system. Why?
Following up is marketing; it’s making sure a client is happy so they will buy from you again and tell others to do business with you. If you don’t have happy clients, you will NOT make money.
Referrals are the best source of new business. Not asking for more business from your happy clients is an ENORMOUS mistake. We will talk about my selling system and a whole lot more at my annual selling symposium in March in Dayton, Ohio, and in Chicago, Illinois, if there is enough interest. Hope to see you there.
Thanks to those of you who shared what they felt was missing from the Selling System. You’ve obviously given this a lot of thought and that is a great indication of your desire to improve your businesses and grow them in this new year.