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How to Take Over the World Lesson #479: I Hate Solicitors
By
Stefanie Botelho
Until a recent run-in with a campus publication, I hated solicitors. But thanks to this run-in, I became one. I was given the task of selling subscriptions and ads for the magazine. It was a deceivingly simple assignment in the sense that it wasn’t easy at all. Selling something, convincing someone that they want and/or need a product, good, or service is one of the hardest things I have ever done. I soon realized that it is also one of the most important skills I will develop.
Marketing is relevant to every field. Sound marketing concepts can be applied to everything. You always need to be able to sell something… even if it’s your own skills for the next job you are applying for. So, from someone that has traveled the beaten path and taken rejection with her head held high, here are a few tips on making the sale:
Make the customer a priority. Approach the customer with the mindset that he is doing you a favor. Ultimately, the customer is doing you a favor because he is giving you his time. Try to meet with him in person. The pitch will seem more personal. Make sure that you are approaching them at an appropriate time by calling ahead to make an appointment. Always remember to be courteous. Overly courteous, if possible.
Relate the ask. It’s easy to develop one approach and peddle it around to multiple potential customers, but it’s ineffective. Tailor each pitch to each specific customer. Don’t tell the customer why people want your product, tell your customer why he specifically needs your product. Personalizing your sales job will exponentially increase your chances of success.
Always follow up. If you make a sale, make sure to send the customer a thank you note either through email or snail mail, or by following up with a call. If the customer is not interested, ask if they would be at another time (i.e. if their budget for the year has already been allocated, when can you resubmit a proposal?). Regardless of what the customer says, nurture your relationships because you never know when a “no” will turn into a “yes.”
And keep trying. Most importantly, don’t let rejection discourage or stop you. Each “no” is just one step closer to a “yes.” If you understand why a customer isn’t buying today, you’ll be able to determine how get the customer to buy tomorrow!
Stefanie Botelho, Harvard University freshman and a past CTSO National President, is a Trainer with Team TRI and a regular contributor to the Leadership Solutions Network. Click here to learn more about Stefanie and how to contact her!
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