Page 14 - Sales Rep Book2.1

In-Person: There are many ways to meet potential clients and customers

For B2B, you can walk into their business a quick internet search for cannabis
shops in your area does wonders. Or you can call and make an appointment to
meet for B2B or B2C. Most times, you can meet clients while you're out and
about at the grocery store or on a taxi, or wherever you may be.

It's important to remember a few key points to effective in-person selling. Don't
tell them everything all at once. Instead, find out their wants and needs and
tailor your presentation to show how your product or service solves their
problem. Always have our sales material on hand to help you in this process
(such as samples or our digital catalogues). Make sure and end with a call to
action and a promise to follow-up.

Follow-Up and then Follow-Up Again
The fortune is in the follow-up. You're going to hear “no” a lot. For some people,
that “no” is firm. But for others, the “no” is only “no” for now. Many sales rep’s

hear “no” and give up. But 80% of sales are not made on the first, second, or even
a third contact! It can take five or more contacts to achieve a sale.

Finding customers and clients requires a thick skin and a firm belief in
what we are selling.

Just because someone tells you “no” today doesn’t mean it will be a “no”
tomorrow. The trick is to have a non-annoying system of follow-up such as an
email list, or agreement to call again in a few months.
Keep track of your communication with various leads and clients by using some

sort of database. Create calendar reminders to follow-up in the future with
everybody.

The system for getting clients and customers is straight forward.
You need to entice them to learn about us through our marketing efforts, then
you need to build a relationship with them that will hopefully lead to a sale.

During the process, you'll want to get their contact information either through an
email follow up system or keeping your own contact management list. Finally,
you want a system for staying in touch for as long as they're open to hearing
from us.

Encourage word-of-mouth recommendations
Satisfied customers are the best advocates for our business, so urge them to pass
on our details to people they know. Ask friends and family to do the same. We
will provide customised business cards and clothing to the sales reps that we see

are serious about this.