Page 56 - Social Media Marketing

Becoming Accountable through Personal Partnering 35

stamped, self-addressed envelope that allows them to return the
form at no cost. However you choose to gather feedback, avoid
asking simple Yes/No questions, such as, "Are you satisfied with
the purchase?" Instead, try to ask open-ended questions that allow
the client to elaborate, such as

• "What factors did you consider in making your purchase
decision?"

• "What made you decide to choose the product you chose?"
• "What could I have done better?"
• "Why did you choose to purchase from someone else?"

Unfortunately, most clients do not bother filling out feedback
forms unless they are dissatisfied. To encourage them to provide
feedback, offer some sort of reward-perhaps a gift-as a token of
your appreciation.

Ask Your Boss

If you have a knowledgeable and experienced sales manager, he
or she could be a great source for feedback. Unfortunately, I have
discovered that most great sales managers are not highly skilled
salespeople and vice versa. In fact, when top-producing salespeople
are "promoted" to management, they often fail miserably and are
unhappy.

Still, asking for feedback from another perspective never hurts,
and your manager is likely to be honest about it. After all, your
manager, more than anyone else, should be eager to do everything
possible to assist you with your efforts at improving your sales
skills.

In addition, when your manager learns that you are taking the
initiative to develop your skills, he or she is likely to be more willing
to provide you with the training and resources you need to achieve
your goals.