Hey Preppy!

Happy Monday!   1982..my senior year and the first day of school.   The whole summer I worked at Ponderosa Steakhouse and made my own money.  Put my clothes on layaway (does anyone still do that?) and had just gotten them out on Sunday.  I laid all the outfits on the bed.   What shall I wear?   Tough choices as I had an assortment of high fashion items.  My best friend, Steve Crews, and I had decided that our senior year, we were going to be trendsetters.  We bought suits and ties, Members Only, Polo and Izod outfits...coordinated to the tee!   After much deliberation, I decided to wear two Izod polos (yes, I said two!) with the inside collar flipped up and the other one down.  A pair of white pants and penny loafer with no socks.  Ok, Carlton from Fresh Prince comes to mind, but I did if first!    It was all laid out, pressed and prepared on the chair next to my bed (does anyone still do that?) so that the next morning all the guesswork had been taken out of my getting dressed.  Come morning, I put on my outfit, juiced up the California Curl (not the Jerry Curl mind you!) and spritzed on my Jovan Musk Oil.   I got on the bus (yea...no car...hey, I spent my money on clothes!) and someone shouted,   "Hey Preppy!"   The whole bus erupted and the chant was on.  I think episodes like that are where I got my tough rejection resistant skin.  I sat down next to a girl who said, "You smell nice...and I love the look...pay no attention to them".   That was the sale I was actually trying to make!   The point?   Relating to a sales call, there are 3 things you can do to cut yourself from the clutter of the 100's, maybe even 1,000's of of sales people who do what you do.  Certainly, if you can do these three things, you will be the sales person of choice for more clients, even if they have seen others sales people.   They are simple, but the vast majority of sales people do not do them;   1. Prepare 2. Be meticulous with detail 3. Dare to be different and memorable   1. Preparation - When you do prepare for your 1pm sales call?  I hope you don't say when you are in the driveway!  Early morning, or better yet, a night before review, will give you a higher level of confidence that you have the right product and approach for your client.  If your appointment is pre-set and you have limited information, work from what you do know to make sure you have what you need to present broadly...and then narrow the options.   Preparation makes you appear more professional, even if you are still a "newbie".  Nothing turns a client off faster than a sales person who seems discombobulated. It makes them feel like they weren't important enough for you to spend time getting ready for them.   2. Be meticulous with detail.  The first place to impress the client is simply to be on time.  Be dressed appropriately and be in control.  Using and remembering names is critical.  If kids are present, including them in elements of the discussion, that will reflect positively on you.  As you conduct your demonstration and ask questions, take notes.  Restate what you have heard and let them know you are focused on their needs.   If follow-up activity is necessary, create timetables of deliverables or dates and times you will call back with the additional information - then do it!  Just in the last month, I have had 3 service people neglect the promises they made to follow-up.  It has become so acceptable to provide slack service, that if you simply do what you say, you will set yourself apart from the majority.    3. Dare to be different and memorable.  I am not asking you to be the "Sham Wow" guy or be over the top, but you do have to do something that cuts you out from the clutter.  It could be a business card with your photo as a magnet for the refrigerator.  It could be a monthly newsletter that includes inspirational articles.  You could engage a CRM (Client Relationship Management) tool that provides you with high touch reminders.  Simply staying in contact will make you different!   Work on your brand and begin to incorporate things that are authentically you, but unique...you are one of a kind so leverage it!   Back to my trendsetting senior year.  The first week of school was filled with jeers and jokes from the guys...but ladies at my locker!    Funny thing...the next week, everyone was wearing two polos and ties to school.  Jovan Musk Oil was in short supply at JCPenney and the Jerry curl craze was on!  Within a month, we had accomplished our goal and it was actually kind of cool when people shouted...   Hey Preppy!   Until Monday, I wish you Money, Power, Success!