We all know what NOT to say in front of kids – but we forget they hear the things adults say differently than adults mean sometimes.
Years ago I did training sessions for a group of Tupperware salespeople in my home. Most of the dealers were female and Tupperware Parties were held at night, making it a good way for moms to make some extra money; they were very popular and a way of socializing.
A lot of the training was motivational. We used the pat business and training lingo, and terms of the day. Things like Time Management, the do’s and don’t of Closing a Sale, and some Important Tips to Being a Good Salesperson, KIS (kiss) Keep it Simple, etc.
I touched on personality and relationships with the customers. One of the things we talked about was selling yourself as a salesperson, and not only the product. The most successful were the people that formed good relationships with the customers, who then referred them to other customers.
Kids of course heard a lot of what we were saying, without us adults realizing it. In school, the kids were asked to tell what their parents did…many different answers; fireman, doctor, mom is a shopper, dad drives to work, I Don’t Know was a big one, (not many were too descriptive, because these kids were maybe 8 years old). One answered, My Mom goes out at night and sells herself! You can imagine what the teacher thought, and the note sent home.
Of course, once explained that the kid had overheard a motivational sales talk, it was funny – but not when teacher first heard it. Luckily, most of the kids did not get what was so shocking or funny.
I used this in later years to also illustrate to salespeople in any product or service line, that WHAT we say is not always HEARD the same way we mean it. So Watch How You Say Things…applies to life and business alike. Life is funny!
So as salespeople and almost everyone in business has heard at least once – something you presented, proposed, planned got the reaction “It Didn’t Work” from your client.
Well, 99% of the time #ItDidn’tWork BECAUSE they did not follow it exactly or fully. When, as a business owner, you try to save $$, sometimes it winds up costing more or being a waste of the $$ spent.
Marketing, Advertising, Promotional and PR plans are called plans because they are not a ONE STEP ANSWER to increasing business. When a business owner doesn’t follow or implement ALL of the steps in a plan, it is NOT the plan that didn’t work – it’s the partial or incorrect execution of it that doesn’t give the results expected.
So, as a salesperson or consultant make sure you stress the importance of following your plan or program fully. IF the owner is not willing to do it right, then it is better for you to advise them NOT to do it in a partial, or pick and choose method. Because when it doesn’t work, you will get the blame.
And as an owner, if you are not open fully to the ideas, or do not have confidence in the plan or person….then don’t do it. There is no point asking for advice and then not following it or not following it fully. On the flip side, do not follow blindly, make sure the salesperson or consultant has a proven track record, has references and has a really good working knowledge of YOUR particular business and industry, not just their own product or plan.
Not following all the steps is like planning and preparing to serve a great dinner, then using the wrong ingredients or spices, or not cooking it at all and expecting it to be great.
It Doesn’t Work!
Owning and operating a business is hard, and sometimes it’s hard to spend money on a marketing and advertising plan or program that has no guarantees. Let’s face it though, there are NO GUARANTEES.
But, again if you do it right you can expect results. And if you do not do anything, most likely nothing will happen or change. Many businesses throughout the years have said “It didn’t work” – generally, they are no longer in business.
It’s like raising prices and wondering why your business isn’t making more money. 10-15% of existing customers are lost when prices go up, especially in the restaurant industry. If you cannot afford to lose them, or cannot generate enough new customers to replace and surpass that number, think about what effect raising prices will have.
There are better ways to increase sales and profits. Watch for next blog with some ideas and stories about small changes than can bring big results!