Page 10 - Representative Course Guide 10-18.pub - Publisher

%RRWK RU FKDLU UHQWHU The following issues are probably foremost on the mind of a booth renter or a
chair renter. Rank these issues you believe are most important from 1 (most important) to 7 (least important).
Refer to this list in a month to see if your predictions were correct.

___Time to test and implement
___Cost of product
___Ease of use

___Customers’ willingness to switch
___Owner unwilling to allow brand diversity
___Training
___Financial growth

.QRZ \RXU FXVWRPHU Even in a short period of time you will begin to gain knowledge about a customer that can
cement your relationship. Do they have cats? How about kids? What is their spouse’s job? What is their spouse’s
name? If you open a conversation with “How’s your Mom doing after her surgery?” you present yourself more as a
friend than a sales representative.
8VH D FRQWDFW PDQDJHPHQW SURJUDP Relying solely on memory will be nearly impossible as your client list
grows. (You were planning on growth, right?) Smart phones can do a lot, but they are not good databases. They get
dropped. In water. Look for a contact management program for your personal use if your company doesn’t have one.
Programs such as Act or Hubspot store all your notes, appointments and reminders in the cloud. An associated
smartphone app will allow you to access your notes and update them in the parking lot as you leave your appointment.