How to Become the Preferred Vendor
I have a really, really simple sales tip for you this week …
Make a habit to respond to all emails immediately. There is so much value that comes from getting back to someone as fast as possible. Your reputation and credibility will soar as a result.
To be clear, you will not always be able to satisfy the request in that email. The client might need a price or it’s a delivery update request… Things that might take a little time. But by hitting the “Reply” button and responding, you are sending a very positive and important message: I am here for you.
It is okay to say, “I will get back to you later today” or even, “Would it be okay if you received the price tomorrow?” It’s the immediate recognition.
The pace of business these days, despite technology, is slow. Your emergency is not someone else’s emergency. Your request is very important to you but tends to go to the bottom of someone’s task list instead of the top. Be different. Be responsive. You will be remembered for it and rewarded because of it.
Customers have choices as to who to give an order to. Someone else might be cheaper, but your prompt response time means they can wrap up a project sooner.
And that is worth something to them!
Yes, they will interrupt your day.
Yes, you will have to get back on track.
But it’s all worth it.
This sales tip is intended to address only emails. That’s not to say you should not call someone back quickly or respond to a text message. But, because email is our primary method of communication these days, I want to make the point for this medium especially.
Look, I get it. You are busy. You’ve got projects and calls and tasks in a thousand things seemingly more important when that email comes in. But I fervently believe people find reason and a way to do business with the vendors they prefer and this is one of the best ways I know to be that preferred vendor.
Have a great selling week.
More tips and ideas and motivation from Bill Farquharson can be found at BillFarquharson.com or by calling Bill at 781-934-7036.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at firstname.lastname@example.org or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.