Three Pillars of Selling Signs

CONFIDENCE REALLY IS KEY! Customers want someone they can trust and who knows what they’re talking about. So if you’re new, fake it until you make it but don’t show anything less than confidence.

Sell More, Not the Same for Less

When you email or speak to clients, don’t ask if they think the price is okay. Instead say, “We look forward to working with you!” If they say the cost is higher than what they want to spend, offer alternatives. Don’t automatically discount your price. Discounting your price on the first interaction is not a precedent you want to set for your new relationship. And don’t rush everything to impress customers either. They will expect it every time. Always offer (upsell) alternatives that are better than what they asked for — and cross-sell items that go with what they asked for.

Seek Out the Best Customers

Qualifying customers is important. You have to make sure the relationship works for you, not just the customer. You want clients who understand your policies and procedures, who will be continuous or repeat customers, and who will trust that what you offer is the best option. Your time is valuable and time is money. You have to guide the customer up front according to your procedures and not deviate from them. Your clients will respect you for it.

Importance of Relationships

The biggest method to being successful in selling is to build relationships. It might take a while but once they are built every request will come in more frequently and easily. Check in with your established customers when they are not ordering to see how they are. Your check-in shouldn’t always be about signs. And celebrate their achievements via email or social media. Make sure you’re connected on LinkedIn, you can find others in their organization and build more relationships. Ask for referrals after you’ve completed a few jobs for them and made them happy. They will love to give you a referral! Remember: 80% of your sales revenue comes from the top 20% of your customers.

Teamwork Makes the Dream Work

Lastly, remember there is no ‘I’ in TEAM. You might be the one bringing in the orders, but your team is getting them through the finish line. Build relationships with your team, too! I’ve been a diamond-award winner at Fastsigns for more than three years and I couldn’t do it without my team! As you gain experience, help others who are struggling or just starting out. After 26 years in the sign industry, my favorite thing to do is help others. It’s so gratifying and keeps me on my toes.