Successful Sales Calls IV Embroidery Project

Finally, don’t be afraid to ask for a check. This is perhaps the most critical aspect of making a sales call. And, it’s where most people fail! Asking for the check is kind of like wanting a goodnight kiss on a first date. You really want to do it, but you are worried that you might be overstepping your bounds. It can be an awkward and embarrassing moment. So, you quietly pray that your date will make the first move. But if that doesn’t happen, you will either need to take action or leave empty-handed.

So, obviously, this must be done tactfully, so as not to offend the customer. Carefully lead them into an ordering situation like. “I suggest you start with 24 shirts in the following size increments. Which colors appeal to you? Why not go with purple, teal and white since they are the hot colors this year.” Start writing quotes as you lead the customer through the different items that you are showing them. When finished, total it up and offer a completion date. “Your total order comes to $$$$ and we can deliver that to you next Friday.” Make it seem as if the deal is already done, without being to overbearing. Even if they don’t order today, you still know exactly what was discussed, so that a follow-up phone call will be quick and easy.

But in order to follow through with this scenario, there is one important sales tool that you must have: A PRICE LIST. Without it, you can’t give a quote, thus you can’t close a deal. Unfortunately, the average embroiderer cannot give a price on the spot. Instead, they want to get a copy of artwork to take home and work on a stitch estimate. Then they throw together some numbers based on what they think the client wants to pay, rather than on what the product will cost.

There is a phrase that says “get it while it’s hot”. This doesn’t apply to food. It’s a great personal mantra for all sales people. If the client is ready to deal, you have to move fast before he cools off. Thus, you must be prepared to give them numbers on-the-spot without some long drawn out process and a promise of getting back to them in a few days.

If you don’t have a printed price sheet, get to work on it right now, before your next sales call. You certainly can’t ask for a check if you don’t know what the job will cost.