Issue link: https://docs.hic.us/i/403552
Just because you make a sale with a specific department, doesn't mean that you will get all of the Company's business. Be aware that you may have to start all over again with each different department or branch. C. DRESSING THE PART Consider your clothing as another part of the sales presentation. Wear something that you would like to sell to the particular customer. This will allow them to see some of your product line in "real-time". In addition, your logo will be on display throughout the sales presentation, which is an excellent marketing opportunity. In fact, wear something different on each visit, so that you become a walking catalog of apparel ideas. But be careful not to be too casual in a formal environment. D. PROMOTE SERVICE AND QUALITY With most corporations, service and quality far outweigh price. Of course this doesn't mean that price is of no concern, it's just not usually at the top of the list. With this in mind, it is important that you stress the quality and service angle. Explain to them what they can expect from you. And make sure you can live up to your promises. Loyal customers become that way through prompt and courteous service combined with top-notch quality! Anything less can spell doom for a long-term relationship. IV. DEVELOPING A LONG-TERM RELATIONSHIP Once you have made the initial sale, keep the relationship growing and moving. Don't wait for them to call you. Keep in touch, offer new ideas and products. Explore other areas within the clients business enterprise. A. MIGRATE INTO OTHER AREAS OF THE COMPANY Use your initial entry point to take you into every possible area of the client's organization. Obtain contact names and recommendations from your present customers within that company. B. KEEP UP WITH WHATS HAPPENING Look for opportunities to make additional sales. Such things as expansions, safety awards, and sales recognition are worthy of additional apparel purchases. Use a soft-sell approach. Instead of trying to "push" product down their throats, try to appear as a helpful, concerned resource. Consider the following examples: 1. AN EXISTING CLIENT THAT BUYS UNIFORMS ADDS MORE PRODUCTION WORKERS. "Hi John, I see that you are expanding again, business must be doing great! Are you going to need additional uniforms for your new people? We have all the details on file and will be glad to work with you to get these new workers outfitted as quickly as possible." www.hsi.us care@hsi.us 132