The Tribune

By Scott Farrington

Here are three things you can do immediately to make a difference, and be seen as credible and potentially invaluable.

• Past experience – Share some of your past experiences with clients, the good and the bad. The good ones are obvious. However, you ask the question: Why mention the bad ones? Here is why.

In the past, I have had clients choose another company to provide products for them, only to return. I always ask: ‘Why you are requesting our services now?’

Remember that in the past I spoke about: “You get what you pay for”. Well, many of them either received poor quality products or service. So it is important to stress the results they will receive from you and your company.

• Ask great questions about their business direction. This shows you have done your homework and are focused on helping the client, not just making the sale.

• Have a genuine conversation. Stop selling, and genuinely ask about their needs. Stop pitching all the time: ‘Blah, blah, blah’ is what your client is hearing.

Instead, focus on listening and making a difference for your client. I also mentioned this before: You can fire a potential client as well. Be prepared to walk away from a potential opportunity if they are not the right fit. Be prepared to let the sale go instead of trying to force it

Your long-term success as a seller depends on your ability to implement these strategies.

All of these marketing strategies are certain to keep your business on top during these challenging economic times. Have a productive and profitable week. Remember, those who market will make it.

• NB: Scott Farrington is president of SunTee EmbroidMe, a promotional and marketing company specializing in uniforms, embroidery, silk screen and promotional products. Established over 27 years ago, SunTee EmbroidMe has assisted local businesses from various industries in marketing themselves. Readers can contact Mr Farrington at SunTee EmbroidMe on East Shirley Street, or by e-mail at scott@sun-tee.com or by telephone at 242-393-3104.