So, it's that trying to figure out what that balance is, instead of saying, what is your budget? How many people are you expecting? What is your, you know, what are your goals here? And then having to keep going, you know, you know, the whole email trains that are like 15 pages long or they didn't answer one of the questions. So normally we start the journey with, you know, we're so excited about your event. These are a couple of things that have been successful for us in the past. So we have case studies and so we can show them some of our experience. You want the customer to, first of all, really feel comfortable with who you are, especially in the very beginning stages. You know, are you trustworthy? Can you produce for me? What are you going to do to actually save me time, energy, and effort? And then, the questions that I'm going to ask are going to be value-added for you to spend the time to answer those questions. So we always start with. We're really excited to work with you. Here are a couple of examples of some, either programs or projects that we've worked on. We'd love to have an opportunity to dive into this deeper. And then from there, yes, Marshall, we totally ask some of the additional questions as we go through, but then it becomes more of a conversation versus me saying, you know, me peppering you with a whole lot of things right upfront.
Marshall Atkinson Are you using video? Sara Webb
You know, we have used a few of the video technologies back and forth. Now Georgia has been open for the last two months. So we've had a lot of clients actually come in the house or we'll do a showroom visit through zoom or something like that. Marshall Atkinson Yeah. Well, I think the thing that you're really talking about here is building trust. Uh, that seems to be what I'm hearing here. Am I correct? Sara Webb You know, I tell the story a lot. I never intended to be a salesperson because all of my perceptions of salespeople were not positive. And we know that's not, we all know that there are different types of salespeople and there are some really great ones out there that actually care. And then there are some not-so-great ones out there. And so for me, you're absolutely right. I want to make sure that the customer feels at ease in doing business with us. That they are assured that we are going to come through, come hell or high water and that we'll be able to deliver based on what their, what their needs are. So always, but it's, it's like dating, right? You're not going to get married on the first date. And so when somebody comes in, I think the expectation is I'm going to pounce on you and I'm going to show you all these things and ask you all these questions. And you know, we're going to really get to the bottom of this and we're going to save each other's time. Life and people aren't like that. It may be like that on a quiz or a questionnaire, but that human-to-human connection is very imperative. And so, yes, it's like dating. It's like, you know, “Hey, I'm interested in you”. “Hey, I'm interested in you too”. “Okay. Well, this is what I can provide”. “Well, this is what I do”. “Okay. Well, let's go on the first date and then”, you know, then you can have that expanded conversation.
390
Made with FlippingBook - Online catalogs