A seminar participant reports in from the trade show floor:
If they have to check with anyone else, then by definition they are not a buyer, that is, ready, willing and able to buy. If you were led to believe they are buyers, then note the source. That source misled you. No longer rely on the course as credible. No longer communicate with that source.
You simply do not have the time to make sales pitches to people who are not buyers. "Trade leads" are worthless. You leave a discussion with an order, or if not, why not. (Wrong speed, shape, flavor, weight, material? What is wrong?) The collective "no" is the basis for product redesign.
If you got a person's business card, you can also get a yes or no (and if not, why not) on the spot. If you did not, you did not do your job. If you took a business card of someone who is not a buyer, then you are wasting your time.
And as a side note, "price" is never the problem, no matter what any buyer says. (As buyers, we blow off tedious unprepared salespeople by telling them their price is too high. usually they fall for it.) Price is simply a means for effecting how much market you want, at what profit, for the resources you bring to bear. If there is a problem, it is a design problem, not a price problem.
Feel free to forward this by email to three of your friends.
Well, the export meetings went better than last time, because I was ready with my MOQ FOB and asked about the feasibility of placing an order each time it seemed appropriate. None of the buyers were prepared to buy on the spot. They all seemed to have to check in with other folks.
If they have to check with anyone else, then by definition they are not a buyer, that is, ready, willing and able to buy. If you were led to believe they are buyers, then note the source. That source misled you. No longer rely on the course as credible. No longer communicate with that source.
You simply do not have the time to make sales pitches to people who are not buyers. "Trade leads" are worthless. You leave a discussion with an order, or if not, why not. (Wrong speed, shape, flavor, weight, material? What is wrong?) The collective "no" is the basis for product redesign.
If you got a person's business card, you can also get a yes or no (and if not, why not) on the spot. If you did not, you did not do your job. If you took a business card of someone who is not a buyer, then you are wasting your time.
And as a side note, "price" is never the problem, no matter what any buyer says. (As buyers, we blow off tedious unprepared salespeople by telling them their price is too high. usually they fall for it.) Price is simply a means for effecting how much market you want, at what profit, for the resources you bring to bear. If there is a problem, it is a design problem, not a price problem.
Feel free to forward this by email to three of your friends.
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