In today’s fast paced world forgetfulness seems to becoming more and more of an issue. How could it not be what with all the information that is thrown at us on a constant basis. Consider all the things you have to try and remember in the course of a day: The kids have to be at school by 8 (remember Jr.’s science project), got a meeting first thing at the office so you gotta go over those notes, after that the sales report is due on the boss’s desk, need to get that new quote package out to that customer you’ve been itching to get your foot in the door with, work through lunch, T-ball game at 5, promised to pick up the dry cleaning, schedule a finance meeting in the morning, quick bite to eat with the family, then back to work for a couple more hours before you pass out and do it all over again. It’s information overload to say the least.
Now take an entire day’s worth of things that you can’t forget and add 250 names to the mix. Why 250 names? Because you’ve got a trade show scheduled for this week and that’s how many people you’ll be shaking hands with. Each with their own concerns about your product; each with the potential to be the next big sell.
As we mentioned on Monday, this week we are talking sales tips. A custom designed trade show display will get you way ahead of the game, but if you don’t know how to approach the customer you’re dead in the water the moment they start wondering what all the hype is about. There’s nothing that will spark a connection like remembering someone’s name. Calling a person their name says to them you care about them and the connection that was first made was real and not just a gimmick to get them to spend a few bucks.
Playing the name game
The name game is simple. The moment you meet someone start taking mental notes of the things that set them apart from the rest of the customers you’ve met that day. Once they have left, write those mental notes down along with their contact info. It might be an unusual last name (Frankfurter), a funny story they told in passing (Tanya and the garden), talk of their son or daughter(jenny plays baseball). It could be a particular way they walk (fashion model Catherine), a particular product design they wanted (the red striped option Henry), or as simple as something they wore that day (blue suede Sammy).
Whatever it is that sets them apart from the rest, before you forget jot it down so that when the time comes to call on them you can immediately fall back on the previous conversation and pick up where you left off. In no time a difference will be seen in those sells numbers as the relationship you started at that trade show begins to grow and produce fruit!