Drip irrigation. ... Drip irrigation is a form of irrigation that saves water and fertilizer by allowing water to drip slowly to the roots of many different plants, either onto the soil surface or directly onto the root zone, through a network of valves, pipes, tubing, and emitters
Sorry I am not interested. Sorry, I am not looking to change. Sorry, I am happy where I am. Sorry, it is too much effort.…..anyone in sales has probably heard these phrases.
The technique of the old sprinkler style, spray everywhere, and hope all the trees, plants shrubs etc. get enough water to grow is constantly used. When you have high sales goal this technique may feel like the best and only way to make your goals. I recommend including drip irrigation sales with sprinkler style sales and having two lists. One list for your Sprinkler prospects and a second for your Drip Irrigation prospects.
Your drip irrigation list, is the ‘cream of the crop’ businesses you are looking to assist. The drip irrigation list is your long term prospects, where patience and dedication is a prerequisite. It may take years for you to win the business, however when they eventually choose to go with you, they will be clients for life.
I recently heard a sermon which resonated with me. He spoke about parents only bringing their children to their Place of Worship on the High Holidays. He emphasized that it is information overload for the children which could have a negative outcome.
His suggestion: Look to bring your children once a week, or once a month (whatever works for you) for an hour service and use the drip effect. The children will get more out of the experience, will have a more positive outlook on going to services, and not see it as a chore. (High Holiday services can be over 4 hrs.).
Remember not to overload your prospect with too much information, do not look to sell to them, do more listening than talking, and build rapport and trust. Sales is a relationship. Your prospect is going to have to like you if they are going to do business with you. (Character is very important) You are looking to build a long term relationship with the Drip Irrigation Technique, and not have a one night stand.
With your drip irrigation list you need to be patient yet consistent. Send relevant articles, invite them to events, wish them happy birthday etc. . Your goal is to make sure you are the first call they make when they are ready to move/work with someone who has their interest at heart. Drip slowly to the roots, and don’t leave the water on the top of the soil.
Good luck with your Drip Irrigation List.
"Constant dropping wears away stone."
No comments:
Post a Comment