Sales Advice Request

[rww]

All,
I am a woodworking getting started in the business of making fine furniture.  I went to a show in NYC a few weeks ago & got a contact that I need to follow-up with.  About a week after the show, I sent an email and have not heard back.

I want to make a phone call to him, and have lots of fears coming up.  I have never been good at this sales stuff, or at thinking well on my feet.  Typically, in this sort of situation, someone will say something negative to me,such as "You haven't done very many pieces" and I will think, "Yeah, that's true" and then have no good response.

Can anyone suggest approaches/mind sets/questions to live by for me going into this situation so I can handle it with ease, confidence and honest, positive spontaneity?  And what do I do if I find myself stuck, blocked, not able to answer.

Thank you,

Bob

[marksherwood]

Hi rww,

Interesting post

You could say something along the lines of:

'I am sorry, i thought you realised that i am a craftsman, if you want mass produced pieces...go to wall mart..i only produce 'one off' fine quality,hand crafted pieces of furniture'

As for mindset :

You are a crafsman, that only produces quality articles....remember that.

Unable to answer:

'Good question, i will get back to you on that one (but do get back to them)

Just a few ideas.

Cheers,

Mark

[Baka]

Hi Bob,

I used to have real trouble with sales calls until I realised that the whole process is a two way thing- It's not like you are phoning them without having previously spoken and let's face it, there is a difference between phoning someone who has expressed an interest in your product and phoning a random number from the phone book to try to sell double glazing. The product you have made or are going to make is something that interests them- it has beauty, purpose and is a desirable thing to have.

Your call may be the reminder they need- e-mails often get buried under more e-mails. A phone call establishes direct communication which will let you know immediately what the situation is. Chances are they will say "Oh I'm glad you phoned, I've been meaning to get back to you".

See yourself as a provider of a great product that you want to share with the world!

Lee

[Jay Budzynski]

Hi

This idea just jumped in to my mind, that you might consider, you could consider making a miniature piece, and sending it to the guy as a thank you for his interest, this will remind him of your workmanship, and as the piece is a gift, as the potential of opening a relationship.

Jay

[rww]

Mark, Lee & Jay, et al.
Thank you to all 3 of you who have replied so far, and any future replies as well.  I love the variety of suggestions and the spirit of generosity.

Bob

[baldzach]

Bob...

... So you've only done a few pieces... How can that be an advantage instead of a disadvantage?  I recently applied for a petroleum sales job (the jury is still out, by the way, I'll keep you posted...), and I've never done petroleum sales before.  I spun it as "I don't have any preconceived notions of how things should turn out, or be done, so I am open to more possibilities than someone might be who has been in the business for several years."

Think of reasons why your perceived weaknesses might actually be strengths for the client.  i.e. "I haven't done many, but I'm very good at the ones I have done, and that leaves me open enough (not set in my ways at all) to make your piece exactly how YOU want it to be.  I'm exactly what you're looking for."

Try it.  You'll like it.

[knoxy]

I have to say, I LOVE, LOVE, LOVE Jay's idea.

I also suggest you try the call.  I hate selling as well - but this person seemed interested, so there's no reason why you shouldn't have a green light to call him/her.

I am really excited for you about your new business.   There's NOTHING like starting a business from scratch - it's the most exciting thing ever.   What's the next step for you?