The Recap

EEEEEEEEEEEK!  You mean I have to ask them how I did!
YES!  Every sale you make you have made a promise to your client to deliver something (at least you better have!)

Did you save them money in service calls, because your copier has a record for fewer service calls?  Maybe you saved them money because the printer you sold them uses less ink?  Perhaps the cell phone plan you sold them gives them more features for a better price?  Maybe the ad campaign you ran was supposed to bring in 10% more business this week.

Whatever it may be you first should have identified what that goal was.  Identify with your client what they want to get out of this agreement with you.  Make it specific, give a timeframe and make an appointment to check your work.  You HAVE to know when to “throw the party!”

A successful seller in today’s new economy will only continue to enjoy success if they sell solutions.  No matter what it is that you are selling, it must solve a problem, alleviate an expense or increase revenue.  In order to do this you have to ask your client tough questions, and get good answers.  Clients will not like this.  You are invading their privacy.  But be patient and persistent.  Explain that in order to help, you need certain information.

Make them be specific, how much would you like to save or increase?  When would you like to do this?  And be sure to qualify this, is this a realistic goal?  Write all of this information down and prepare your proposal accordingly.
Check in with your client often, if your plan is not on track to realize the predetermined results, better to revisit 2 weeks in than 2 weeks after the contract ends.

And finally, use your proposal to fashion your recap.  We agreed to save your company X amount of dollars in toner in 6 months time, after careful analysis, your company saved XX amount of dollars in toner in 6 months time.

It’s easier to sell a second contract to a client if you delivered on the first one.

Now, go sell something!

3 Responses to The Recap

  1. Just copied your fourth paragraph to read to my career prep class. I teach them how to market themselves and part of the process is knowing the three reasons why an employer hires anyone: to make money, to save money or to solve a problem. As you so well know, it’s the same motivation that causes an employer to spend money on anything! Thanks for helping me to reinforce a major point!