Before I get going, you have to read this post on interviewing techniques. I love this woman!
Back on topic – sucking at sales. Now what’s she on about? you’re probably thinking. This is a writing blog – why the devil do we need to know about sales? I bet you’ve already figured out that we writers are also in the business of selling our services. Look, you can’t be in any business these days without some element of sales. ‘Tis a necessary evil in our profession. Some so-called professional salespeople can’t even do it right.
Yesterday is a case in point. I took my watch in to the retailer I’d bought it from. When I walked in, I was greeted with a wide smile from the salesman. He asked if he could help me. I handed over my watch and said, “I’d like to have the battery replaced in this.”
It was as though a thundercloud formed over his head. His smile disappeared. He was cordial, but the wide grin and the eye contact vanished. He spoke only minimal syllables back when I asked questions, and provided only the basic information needed to get me taken care of. He did help me value the watch since he knows the product intimately, but when I thanked him and said good day, he never made eye contact. I was the only other person in the store, so he can’t claim he was too busy.
I’ve encountered that in the past – the moment they realize the sale isn’t happening, off goes the charm. Tell me – where does this approach ever make sense? I find it confusing, especially since in this case I already had one high-end watch from his store (not his most expensive, but teetering right around four figures). A warmer demeanor could very well have sealed another future sale. Instead I thought, “Jeez, if I ever want another one, I’ll buy the bloody thing online.”
Think about your encounters with potential clients. Not counting the “employer” types who try to get you to write 50 articles for $5, when was the last time you couldn’t strike a deal? How did you respond back to the employer? Did you respond back at all, or did you mutter “Whatever” and move on? See, you may not get that job today or even tomorrow, but in about a year or even two years, that person may be looking for someone with your experience to handle a different project. And your demeanor from past contact will certainly be remembered, especially if you were professional and wished the person well in the search for a better fit.
You face tons of competition these days. You need to use every opportunity to leave a favorable impression on the people we come in contact with. They’ll remember and appreciate the effort you put into your dealings with them. They’ll also remember when you didn’t bother. Which image would you rather leave them with?
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