We’ve all been there, trying to open a new account, someone you’ve been prospecting for ages but just can’t seem to find the solution to closing the deal. You call, email, mail and sometimes you even fly across the country but can’t get it done! Sales are slow and you know if you can just get this one client, all the hard work will have been worth it. Well, a good sales person knows that if you can’t get in the front – back – side door, well then, change the venue.
In this blog, you’ll find the basics on how to have a successful happy hour to set the setting on closing the deal.
For some, asking a client out can be scary, and for others it the perk of the job. I often go with the basic “Hi XXXXX, I’ll be in town on this date, what’s a good bar or restaurant we can meet for happy hour? I’m buying!” It’s simple, straight to the point, provides a small sense of urgency with open ended response, plus the client knows he won’t be spending much money to go to his/her favorite watering hole or place they have been wanting to try.
Sometimes talking one on one can lead to some downtime or awkward moments as you try to get the client to relax and open up. So ask him if there is a co-worker or manager who might want to come with. The client will fill more comfortable and now you have someone else who you can try to convince in case you get stonewalled by your client. And perhaps you may even find out better perspective of who the client reports to, what he struggles with in the office or what his manager looks for. Tip: if they do invite someone, think about inviting one of you coworkers so you’re not out numbered and so if you stumble, you’ll have help to overcome obstacles. But make sure they add value to the conversation and mood.
As mentioned earlier, try to let the customer decide. If you take them to a place they have wanted to try, it will evoke a positive experience. Just make sure, it’s a place where you guys can talk so not too loud music, comfortable seats and a not too complex menu for picky eaters. And have a backup place just in case you can’t get a seat or the place just doesn’t turn out to what you expect.
Nobody like a Debbie downer. Stay positive, upbeat and remember just because you’re not in office, you’re still working and representing your company and/or business. Keep the conversations light, ask more about them and listen to what they are saying, or even not saying sometimes.
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