What the HELL am I Doing Here?
So in an environment of teaching and support [which is how I deal with all my clients, of course], I simply said, “You have to know why you are there. Especially in a case like this. So the takeaway is, next time ask.”
“Yes, ask.” And here’s how.
After all of the information about their fantastic vendor relationships was revealed, the meeting could have gone something like this:
“Well Mr. and Ms. fabulous theater marketing people, we’ve all discovered new information today. You have learned that my company is well positioned to bring you some fresh ideas about how to make your new season a success, and I have learned about the kinds of projects that you have done in the past, what is coming up and also that you have a lot of trusted vendors at your disposal.
“So please forgive me for being blunt, but what I am doing here? Maybe a better way to say it is, Where do I fit in? I am confident that we can have some real impact in how you do things and get you some dazzling materials in a way that you haven’t done before. How can we make that happen?”
Too many of you are telling me that you manage to get the meetings, but then nothing comes of them. I have a suspicion that the reason for that is we are really not getting to the heart of the matter, and we are not CLOSING.
So once again I’ll tell you to be BOLD. You have nothing to lose and a new customer to gain. Is it risky? Maybe. Might you offend someone? Perhaps. But you also might just demonstrate to a new prospect that you are the kind of confident, assertive person that they NEED to do business with.
Blogger, author, consultant, coach and all around evangelist for the graphic arts industry, Kelly sold digital printing for 15 years so she understands the challenges, frustrations and pitfalls of building a successful sales practice. Her mission is to help printers of all sizes sell more stuff. Kelly's areas of focus include sales and marketing coaching, enabling clients to find engagement strategies that work for them and mentoring the next generation of sales superstars.
Kelly graduated from the University of Michigan with a degree in Political Science and, among other notable accomplishments, co-founded the Windy City Rollers, a professional women's roller derby league. She is also the mother of two sets of twins under the age of ten, so she fears nothing.