WILL YOU CONQUER THE WORLD?
There has been lots of speculation, recently, about the value of sales people. Are businesses getting their money’s worth? After all, the Internet has empowered folks to find most anything they could want or need with nothing more than a few mouse clicks.
This attitude concerns me greatly. You see, I sell stuff for a living. I have sold stuff for a long time (no comments from the Peanut Gallery). I consider what I do to have great value to my company and to me. People have been buying from sales people since the beginning of time. And, in my opinion, they will consider to do so. Here’s why:
Great marketing idea; put up a billboard. Strategically locate it at a busy intersection. You pay for this billboard and the better the location the more you pay. Lots of folks drive by this billboard and many of the see it. It registers and resonates with some, it is ignored by others, it is misinterpreted by many, and some folks are motivated to go to your store, check out your website, make a phone call, or actually buy from you. Very nice, very unintrusive, quite un-disruptive, not very thougth provoking. Passivity at its finest.
So, your door is open, some folks wander in and browse, some ask a few questions, most resist your “may I help you” overtures, and some might buy something. I wonder what the percentage of folks is who enter and leave a store without making any human contact and without making a purchase? I know I have.
Great idea number two; hire a sales person. Send them out into strategically targeted areas. You pay for their time, but you pay the same amount regardless where you send them. Sales person sees and speaks with lost of folks; most of whom have never heard about your company or products. Great branding and marketing idea. The sales person’s pitch registers and resonates with some, is ignored by others, but is rarely misinterpreted because they are good at communicating. Also, no need to wait for the inbound calls because the sale person is seeking out and calling them first.
Now this sales person has contacted lots and lots of folks who would never have driven by your billboard. He asks questions that will make people think about what they already have. Will make people who were perfectly happy become less so. He will get people to think about your products in ways that the billboard never could have, and he will negotiate the best deals for you and your customers.
How many billboards can do that? How many social media sites can do that? How many websites can do that?
So, I ask you. Do you want to put up a billboard and make a living or do you want to have sales people who will help you conquer the world? How about a little of both?
Cheers and happy days!
Proud New Yorker. I could not live anywhere else. I love the hustle and bustle of the big city.
I have been in sales and service for the mailing and shipping industry for 25 years. I love what I do. I enjoy the ever changing landscape as I am bored easily. My selling and people skills continue to evolve as I become more mature.