“Be yourself, try your best, and never be afraid to dream.”
Christa McAuliffe (1948-1986)
I love being on the road!
In my line of selling it is one of the best ways to get in front of my clients. In hospitality sales the majority of my time is spent on the phone and sending emails so there is nothing better than getting face to face with those people who buy what I sell. It’s also one of the most challenging. In todays society it seems that many people (and let me be even clearer by saying buyers) are pulling away from face to face contact.
I don’t think it’s just my industry either. With the growing popularity of online buying in all area’s from travel to stereos there is more competition form online retailers that have taken away the education and value aspects of what we are selling. This makes that time that you do get in front of a client all that more important. It’s the time to shine and really educate on what experiences are involved in using my product. No stress there……..yeah right. Managing the first impression has never been harder.
If you don’t kill it the first time out of the gate then there is a very good chance that a second visit down the road will not be granted and even worse they may not think of using your product at all. I know that when it comes to selling my resort there are lot’s of options. And I know that if my clients do not understand the value, then they will choose an inferior product (yes…..at a lower price) and will most likely be disappointed. There is a difference in value that is equal to that of price.
There in lies the challenge of price shopping. You always lose out on something. For just a little more money you can usually have a far better experience and product. That is what I hold onto when I’m on the road. My job is to make an incredible first impression and ensure that value is almost foremost on everyones mind. Mine and my clients. If I can do that then I’m never afraid to ask for the sale.
