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?
i was wondering im pretty lazy on the job and i dont want to decieve people that im hard working is that wrong like the premise of the article or will this honesty help me in the future?
Lori – I am highly annoyed by anyone who works on commission at a shop, because they’re so obviously fake. Perky to the pointif nauseating is never going to make me buy a sweater. 🙂 But it is fun to steal away their thunder. Hehe.
I love that we have a pseudo-celebrity posting here, even if she can’t punctuate sentences. :))
Amy, I agree. I don’t mind commission, but I mind the mentality that goes along with the “I’m your best friend if you’re buying” notion. Just treat me kindly no matter what and I’ll remember that so much longer.
Thanks right back for the link love! You’re doing some great articles here, and now I am spooling through your archives. Don’t mind the tiny woman digging through your file cabinet for all your secrets . . .
I haven’t done retail in over 15 years but thinking about your post made me think about how I conducted myself in my younger days… from retail to waitressing (BTDT too), I never put on a fake attitude for my customers. They always got an honest smile and positive attitude whether I was ringing up a sale or taking a refund. The same absolutely holds true for writing. Just because it’s all on paper or in an email (and even by phone), what you say and how you say it is just as important as what you don’t say to your clients. I recently made a new contact and I really doubt I will get any work from theme but it didn’t stop me from chatting the industry and SEO for 30 minutes with them. At least they know I like what I’m doing enough to stand there and continue talking shop when there was no sale made.
That’s what I mean, Nikki. You didn’t “make a contact” so much as you “made a connection”. It’s so much better, and it leaves a much nicer impression. Who knows? You may be hired in the future, or this person may know someone who needs a good writer…
Tei, you’re welcome to rifle through my files any old time. 😉
I mean that in a totally hetero way. 😉
Surrrrrre you do. After you tried to seduce me with grout! Oh, I’m on to you and your ways. And I like them.
And I, um, mean that in a totally hetero way too. Yeah!
This is so true, I had a chance to spend a decent amount of time in a similar busyness – but in the end, what it boils down to is – that this type of sales person will not get much further, because, people have tendency to remember rudeness and impoliteness.
I hear you, JC. Had another experience yesterday with a doctor. He was doing minor surgery on me. He came into the room, turned his back to me, never said hello or boo, and then turned around and started cutting. Uh, do you even know my name?
Hope that you are ok Lori, all the best.
Jasko