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Part 2 - Noticing the Details, AR, Adapting, Leveraging Brokers & Manufacturers, Greenhorn & Vet Tips
Noticing the Little, but Important Things
Take a moment to observe. Are their windows or door gleaming or in need of a touch-up? Are the restrooms sparkling or showing signs of neglect? It’s not just about selling; it’s about being a part of their team, noticing details they might overlook. If you spot something amiss, it's your role to gently point it out. This isn’t about micromanaging but showing you care beyond the sales pitch. It’s these interactions that can cement your position as an indispensable partner, not just a vendor.
Tackling Accounts Receivable (AR)
For newcomers, chasing payments can feel daunting. There's a fear that bringing up unpaid invoices might strain the relationship. But here’s the truth: addressing AR issues early on is crucial and it’s important to remember that it’s simply a part of business. Having a firm, timely conversation about payments in the beginning may prevent the out-of-control spiral later. Tackling AR head-on prevents it from becoming a mountain you dread to climb.
During COVID, managing AR became even more critical as many customers faced financial difficulties. At Shamrock, we worked with customers on flexible payment terms, and it strengthened those relationships in the long run.
Adapting and Thriving
The global health crisis reshaped our industry and forced us all to adapt in ways we never imagined. Helping customers find the right products to support their to-go business was a challenge, especially with supply shortages, but it was also incredibly rewarding. Now that we’re on the other side of the pandemic, the focus remains on helping these businesses continue to grow.
In California, for instance, foam packaging is no longer an option, so I’ve had to find cost-effective, alternative packaging solutions for my customers, and fortunately, packaging has evolved significantly. Many customers are doing better now than before the pandemic.
Leveraging Broker and Manufacturer Relationships
These partnerships are goldmines. At Shamrock, we have a program which encourages working closely with brokers. I aim to do at least four ride-alongs with brokers each month. Many of our brokers are dedicated solely to Shamrock, so there’s a level of trust and familiarity that makes collaboration seamless. Brokers can be an invaluable extension of your sales team, helping with everything from bringing in samples to opening new business opportunities.
For example, I recently partnered with a General Mills representative to set up a year-round camp with a rebate program and bulk cereal purchasing, which saved them a significant amount of money. These partnerships allow us to offer solutions that we might not be able to provide on our own.
Treating People Well
Whether it’s AR, transportation, buyers, or brokers, how you treat people matters. A little kindness and respect go a long way. When you treat your colleagues well, they’re more likely to go the extra mile for you. It’s the small gestures, like buying a baby gift for a coworker, that can strengthen those relationships. If something goes wrong, focus on finding a solution instead of placing blame. A positive approach can make all the difference.
Advice for Greenhorns & Veterans
For those just starting out (greenhorns), my best advice is to listen and learn as much as you can. Prospect relentlessly, respond quickly to customers, and always be available. The more you invest in your customers, the more they’ll trust and rely on you. And remember, it’s the extra effort—like pulling product late at night for a customer’s early morning catering—that sets you apart.
For the veterans out there, it’s easy to become complacent. Keep the fire alive by embracing the freedom and potential for the high rewards this job offers. Continuously challenge yourself, stay updated with new strategies, and don’t forget, we’re here to take care of our customers. >>FULL STORY
Be a Resource and SELL SOMETHING!!
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