We’re all experiencing supply chain issues that are leading to extended lead times, delays, and uncertainty. No need to ask you to read three more paragraphs about this – you know it, your customers know it, and it’s not going away any time soon. However, I’ve found that great salespeople have been using these difficult times as an advantage, especially when meeting potential new customers. How? Keep reading…
When meeting with a prospective new client, share your plan for helping your customers through these challenges. There are three steps to presenting this plan:
- Opening admission statement. Before presenting your plan, take time to admit that you’ve been experiencing the same issues others have. Then, let them know that you’ve created a detailed plan on how to best work each situation. Don’t act like you’ve got this figure out – no one does. However, let them know that you’ve got a plan.
- Share the plan. I won’t get into the details of your plan – that’s for you and your company to create. However, as I wrote two weeks ago in One thing all security technology salespeople should do during this supply-chain crisis, the core of your plan must be overcommunication. The plan can be as simple as a step-by-step process of notifications and a list of back-up ideas in case something gets derailed along the way.
- Ask them for their input. After presenting the plan, ask them if other vendors have shared a plan and if there is something that you can add to make your plan better. Most of the time they’ll say “No, everyone is running around with their hair on fire.” This type of statement goes a long way to you winning their business – they’ve subconsciously positioned you above others. Every now and then, you’ll get a good idea. Not many things help build relationships better than using someone’s idea.
Of course, this can work with current clients, too, but it will really impress those accounts that meet you for the first time and hear this.
