5 Solid Don’ts When Engaging in Face to Face Marketing
A few weeks ago I got the chance to work 8 hours with a few face to face marketers and get a feel of the job.
If you are among the mass of people who consider face to face marketers annoying and impulsive, be nice next time you meet one.
Well, for starters; face to face marketing is a hard and extremely stressful job which entails constant walking and prospecting for 8 hours; sometimes more. Secondly, these people are human too. They feel the pain of rejection and aggression on your part.
I should know how hard this job can get after working with them for 8 hours.
Honestly, it felt like 10 years.
While on the field, we got the opportunity to meet with about 86 prospects. These are the few lessons I learned while on the job:
1. Don’t be overdramatic, people can see through the fake smile.
Everyone has met at least one salesman in their lifetime from insurance company sales agents to gadgets, charity, communication companies etc.
Most people, especially those of the working class have had the opportunity to meet more salesmen and so have a glimpse of how it works.
They have been prospected in different ways and can easily see through a fake smile or an extra effort to be unnaturally friendly. Prospecting in this manner might make the person uninterested; even if your product offering is desirable.
When selling to anyone, just be yourself.
In the end, everyone loves a happy and genuine person. Even you.
2. Don’t try to guilt sell your prospects.
Have you ever come across someone who tried to guilt trick you into buying something?
This is very common especially when dealing with charitable organizations. Statements like “what if you were in this person’s situation and no one helped?” and others in this light is a manipulative way of selling.
The best clients are those who purchase out of free will without feeling pressured or maneuvered.
Cognitive dissonance caused by such purchases might trigger bad word of mouth about the company and employees — Don’t do it.
Just advertise your product honestly.
If it is good, buyers will give in effortlessly.
3. Don’t end conversations abruptly just because prospects are not immediately interested.
Some days you might have to call-in twice or thrice before your prospect sees the need to purchase, other days all you need a polite attitude as your lucky charm.
Like love, the sales process takes time.
Angrily ending a discussion with a prospective client just because they initially don’t show interest reduces your chance of getting a sale next time.
The idea isn’t to engage in unnecessary lengthy discussions but to find the level ground and close the conversation in the most decent manner possible.
Your polite nature might just trigger a change of mind and get you an unexpected sale.
4. Don’t be too sales-oriented and forget Empathy.
It is extremely easy to ignore other’s emotions when trying to reach a sales target.
As we all know, the higher the sales, the higher the profit margin and sometimes promotion opportunities.
To get to this level, many sales associates focus on closing as many deals as possible. This obsession clouds their minds and they forget that the person they are talking to is human too.
During my experience with face to face marketing, we visited a couple of houses and most people were extremely concerned about being out of work due to COVID.
Imagine trying to manipulate and hard-sell someone who is having a hard time coping in this pandemic — that’s barbaric.
A smart salesman will talk about the client’s concerns at the moment. Find out how they are coping with the situation — be genuine, be human.
Don’t just brush off a silly “I understand your situation” out of the blues and jump right into your sales speech.
Your compassion and genuine concern might pay off later.
Even if the prospect can’t buy at the moment, they won’t forget to get in contact with you ASAP.
5. Don’t be in a haste — take your time and enjoy the process
The rule of averages tells us that the more people you talk to, the higher your ability to close deals. For instance, if you talk to 10 people, there is a possibility that you might convince one person and if your talk with 30, 3.
In a bid to talk with more prospects and increase their chances of closing deals, salesmen sometimes rush through the process. Rushing through the process makes you ignore subtle things that could make a sale.
Maybe the client wants to know more about the product, or just needs a little bit of chitter-chat about their needs and how this product can be of help.
Rushing through the process might eliminate more prospective buyers than feasible.
In summary, when selling to anyone, be honest, be human, be kind.
Thanks for reading.
Here’s more from me:
Philosophy 101: Freedom is saying I won’t use a phone today and not using one.
A simple view of freedom from Immanuel Kant.
We all have opinions — Why Don’t You Want Yours Attacked or Questioned?
Everybody deserves fair treatment and that includes questioning your opinion.