Marketing Services

A good salesperson knows the chance of closing a sale is higher when you get in front of the buyer. Sometimes this means setting up a meeting face-to-face, on the phone or via video link – especially with B2B or higher value sales.

Many people will simply ask for the appointment. And some prospects will say yes, just because you asked. Yet, I would ask how many times have we stopped to think – “Am I doing this right?  Am I missing out on opportunities by the way I ask?”

Timing is important when asking for the appointment. If we ask too soon, we can come across as pushy and turn people off. Too late and we can look uninterested or lame. It's all about getting it right.

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This past year has been difficult for many people and for lots of different reasons. And whilst covid19 has been at the forefront of our lives for very good reason; there are many other illnesses and diseases that have not gone away. 

Just this month, a beautiful yet very emotive advertising campaign was launched by the Irish Cancer Society, entitled “Still here - every step of the way”.

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“What is Christmas? It is tenderness for the past, courage for the present, hope for the future… It is a fervent wish that every cup may overflow with blessings rich and eternal, and that every path may lead to peace.” 

Yesterday, I came across this wonderful yet very poignant quotation by the late Agnes M. Pharo, a well-respected American writer and artist from the mid-20th century.

We are coming to the end of a very strange and arduous year with Christmas looming around the corner. So, who would have thought that many years on, Agnes’s quote would be even more profound and relevant today?

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We’re now well over six months into the pandemic and the economy has been hit hard. For some industries its business as usual. However, many others are experiencing very tough times with some sadly closing through no fault of their own.

I’m an optimist by nature, but I like to consider myself a realistic too. Whilst I firmly believe the tide will change, the reality is that we need to adapt to the environment we find ourselves in, in order to ride out the storm.

What I have noticed is that people are reacting differently. Some companies are hunkering down, several are making necessary changes and others are moving in a different direction. This got me thinking about what we can do to protect ourselves and keep going?

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When people talk about upselling and cross-selling, many think about fast-food restaurants where they are asked if you want a large drink and fries on the side?  In short, this is the classic up-sell and cross-sell model. 

This is something we are used to and have come to expect in cafes and restaurants alike. It obviously works when we want to serve people quickly, yet look for opportunities. And as the saying goes “if you ask enough people, some will say yes”.

Whilst it works for fast-moving consumer goods, it can be ineffective for more sophisticated sales. Customers are more educated and expectations are higher. They want to feel valued, so a more consultative approach is needed.

When I think of the two styles of selling, I am reminded of two contrasting examples I witnessed in a shoe shop a couple of years ago. One was bland and, in my opinion quite ineffective. Whereas the other interaction was engaging and very persuasive. 

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