INCREASING SALES: A MILLION DOLLAR IDEA
If you sell a product or service that depends on people wanting to buy it, and you want to start increasing sales, then for goodness sake…
HIRE NICE PEOPLE.
Fill your company FULL of them. Don’t hire a single snob or sourpuss (if you just flashed on staff of yours that fall into this category, you can bet they’re costing you revenue).
There are businesses out there that couldn’t care less because they provide a product or service they feel people have to have or pay for such as oil, gas, utilities, taxes, etc. But even among these necessary expenditures, service is becoming of greater and greater importance (remember when the IRS had to become ‘nicer’ in 1998 when congress demanded a “kinder, gentler” tax agency?).
Here’s the thing – if you provide a product or service that isn’t absolutely necessary for the survival of a person or company, then your company’s revenue is wholly dependent on people wanting what you’re selling.
People gravitate toward kindness.
Think about it for a minute… what is your favorite clothing store? Where do you love to eat? Who is your favorite supplier?
Now, I’m not talking where you go because of budget, or because you have to, I’m talking about your personal preferences.
As you think about those places and businesses, focus on the people that work there.
Are they welcoming? Are they helpful? Do you feel like they actually care? That they like their jobs or at least like helping you? Do they make you feel important, not just another member of a herd?
So don’t have a cold or rude person answer your phones. Don’t have a beautiful but bored person sitting in your showroom doing her nails while reading rag mags the whole time thinking ‘if only management would do something to get people IN here…’.
And please, with show season upon us – don’t throw away your hard earned revenue or investment capital on sales reps who judge people as they walk the show. Some reps consider themselves the most important; they haven’t yet learned the old adage ‘don’t judge a book by its cover’. Or that one gets more satisfaction from giving than receiving. Or that you’ll catch more bees with honey than vinegar. You get the idea.
A designer working for a top 10 firm who isn’t wearing the latest Jimmy Choo’s could be looking for the just-right products for the largest hospitality project in the world. But if she gets looked up and down and then snubbed by a rep in your booth because of the designer’s comfy, all-business loafers – you just lost that opportunity from a single look.
You never know.
What you can know – for certain – is that if you employ NICE people who are intelligent and actually want to help people and you put these people in your booth, showroom, office and answering your phones – you’ll get more opportunities to serve your market and in serving your market, you’ll see increasing sales.
So here’s to a beautiful spring and a fabulous show season!!