There is a group of specialist sellers who visit architects, designers and government offices in the course of their work to try to specify their products for new building and renovation projects. But they find it very difficult to approach these professionals due to their time constraint.
For example, if an architect saw all the reps that call him, he would do nothing but see them and do no work. Most of the company representatives can reach the reception of these offices and there they are usually stopped and prevented from approaching their important business contact.
But there is a technique to break this barrier and meet face to face with customers and thus have the opportunity to discuss your company’s products with them. And this article conveys this knowledge of running your business successfully!
First, there is your own presentation. I strongly recommend that you do not dress too much and do not appear ostentatious in any way, as this can arouse dislike. It is wise to show some sympathy and the ‘camouflage’ should be the same appearance as the architect. Only by mingling with them will an encounter give an air of equality and, yes, solidarity. Of course, your total manners, including language level, must also match to establish rapport. At any time, you need to convey an air of equally hard-working professional, which is you!
Having taken care of this prerequisite, he finally arrived at the architect’s office. Standing in front of the receptionist, with all her samples in her big bag, have a big piece under her arm, rolled or folded, she’s telling you. that the architects are all very busy because their project is running late or there is a problem on the construction site. And therefore, no one can see you, they tell you with a trained and regretful voice.
You smile at him understandingly and offer to simply update the catalog of your company’s products that they have in their library since there is nothing worse, you emphasize, than specifying something that is no longer available. That would be a real big problem. And you promise not to bother anyone, just update a few pages of the catalog and that’s it. This would only take a moment.
In most cases, this will give you permission to proceed into the inner sanctum. Walking through the offices, the library is mostly a series of bookshelves at the other end of the offices or located in a separate room. You may get cursory glances from some people when they momentarily look up from their work, and it’s always a good idea to reward them with a friendly smile.
Arriving at the library, he puts down his sample box and ‘unknowingly’ places his large sample, be it fabric, cardboard, PVC, whatever, in a position that anyone who comes close can notice. A display table that most rooms have would be a real eye-catcher position.
And as you slowly take your catalog off the shelf and flip through it slowly, pretending to be totally absorbed, you’ll notice the coming and going around you. The professionals are pulling some folders off the shelves, looking for technical data and other information.
They will notice your large display piece, placed so ostentatiously, and become curious. Perhaps by touching it or muttering a few words to a colleague, they try to find out more. Eventually, someone will walk up to you, look at the large sample or product with interest, and ask, ‘Excuse me, what’s that?’ And there is your opportunity to sell your product, ending with your sales pitch. Some other people come and listen with interest. Or someone will yell at a colleague across the room, ‘Hey Frank, come check it out! Isn’t this something you’re looking for?
You hand over technical data and small color charts and ask for more details about their project. And talk about buildings where it has already been successfully installed and where references can be obtained…
On her way out, she smiles at the receptionist and assures her that she has updated her catalog and all the samples are now up to date. Yes, you assure him, the entire catalog of your company’s products is already available and nothing can go wrong when it comes to achieving something. This will ensure that you have done the right thing, allowing you to enter the offices ‘without seeing an architect!’
And, leaving the premises in a euphoric mood, you might notice another company’s representative leave the counter in a dejected mood because they’ve just been told everyone is too busy to see him.
There are, of course, variations on this technique, tailored to a particular situation, but by applying a little ‘creative selling’ you will have concluded a successful visit!
