FISHING FOR SALES
At the first hint of warming weather, the “weekend warrior” season is officially underway. This is the time of year when you excitedly dust off your fishing gear in anticipation, hoping the boat you’re so proud of starts up without any hassle after many months of desolate storage.
Basking in the warmth that tickles your face and soaking up the longer hours of sunlight serve as the soothing remedy for the wintry cabin fever you’ve been anxious to shake off. You jubilantly head to the nearest sporting goods store and spend twice your allotted budget on all the newest fishing gear and tech necessities guaranteed to give you the secret weapon you have been searching for to out-fish your friends and incite curious envy. Now all you have to do is get on the water, and the rest will fall into place.
OHHH, you revel in the smell of fresh bait in the morning while you sip your flavored latte and escape into the glowing, warm sunrise. The colors are wondrous, the water is calm, and you are a new person – renewed by nature and the promise of slapping your successful excursion all over social media. You find the perfect spot, anchor your craft, and prepare yourself for the first cast of the season. The excitement builds, knowing yours must be the first line in the water or you might miss the legendary fish that’s waiting just below the surface to meet all your new products.
You cast – whizzz, kerplunk - Perfect spot and preemptively congratulate yourself on your accomplishments.
You begin reeling slowly, then quicken your pace, putting on an underwater show no aquatic creature can resist.
Nothing!
You cast again. Maybe Nessie didn’t see, hear, or understand the technique you were presenting. Clearly this is a malfunction with the wildlife, not with you.
Nothing!
You cast and cast and cast, without so much as the faint tug of a bite. What’s the problem? You must have packed the wrong baits, and your reel didn’t cast as far as you wanted, plus look at the weather conditions. It is too sunny, and the water is too clear. No fish are biting. No one is catching anything.
You meander back to the dock, believing you did everything in your power to persuade the fish to bite. What else could you have done? It’s just one of those days. As you approach the dock you notice a long line at the fish-cleaning table. People have their phones out, taking pictures, high-fiving, and shaking hands. What is going on? The scene becomes clear; the crowd is carousing over the day’s heroic harvest, captured not only by the professional guides, but also by the old man in the johnboat you cruised past, rocking him with your wake, and the father-and-daughter team working with a kiddie pole you rolled your eyes at.
WHAT THE HECK is going on…
You load up your gear in haste and gloomily head back home, fuming over your failure. Upon arrival, you put up your boat, not knowing when it will see water again, and stomp inside to a warm welcome of hungry mouths asking you what’s for supper tonight.
This story is similar to the common experiences of most salespeople. Everyone wants to catch the fish (or client) of a lifetime. You put on your best suit and march into the client’s office, confident that your product is exactly what they have been waiting on. As you recite your lines and dance the product in from of them, you are certain you are dangling a lure before the hungriest fish this industry has to offer. After your presentation, they curtly thank you for coming and tell you they will get back with you at an unspecified time. You leave empty-handed but confident in your approach. Shortly after exiting the building, you are dismayed to learn that your competition just landed that same client with a smaller product offering and a higher price.
WHAT THE HECK is going on…
You load up your gear in haste and gloomily head back to the office, fuming over your failure. Upon arrival, you drop your briefcase on the floor and log into your computer, not knowing when you will have the opportunity to present to the client again. Your supervisor peeks his head into your office with an excitedly warm welcome, asking you how much you sold today.
Salespeople often ask, “WHAT THE HECK is going on…”
The answer is simple: PREPARE!
Investing in the best gear and the fastest boat doesn’t guarantee you a fish or a sale. Being prepared and understanding what your client wants and needs, however, does put you closer to the prize. Ask yourself, “Why do guides catch more fish?” The answer is the same: because they are PREPARED.
They take the time to study the exact fish they are searching for. They analyze their biting habits and which environmental conditions generate activity versus which ones cause them to slow down. They understand what the fish needs and when and how to present it to them. They are patient, nimble, and persistent, without driving their targets away. This is what classifies them as professionals and allows them to make a living doing what they love.
The next time you go on a sales (or fishing) trip, ask yourself the following questions:
What am I trying to accomplish? (Your own measurable performance goal)
Where am I going to offer my services? Focus on a specific area or region.
Why is my product or service important to the client? Define your value proposition.
How am I going to do it? Describe the details of your client’s challenge and the solutions you intend to implement.
When will my solution be implemented? Describe the steps, stages, and timeline needed to successfully execute your solution.
Who will be responsible for the service and resources needed to successfully implement my solution?
Answering these questions will PREPARE you for success, both in SALES and FISHING… Here’s hoping you develop a strategy that leads you into waters teeming with catches fit for your wildest dreams.
Post a comment to share other tips or secrets on how to land a monster client, Tight Lines!
